| |||
|
|
By Jacques Werth, President High Probability® Selling
Our last Prospecting Tip suggested that you tape your telephone conversations with prospects and customers. How do you come across
over the telephone? If you sound eager and deferential, it may be
time for an "attitude adjustment".
Your attitudes and beliefs shape your manner of speaking. When you
change your attitudes, you naturally change your tone of voice and
the impact of your communications.
What's the best attitude for successful selling? We describe the best
attitude as "neutrality." Treat the prospect with respect - but not
deference. It's what Eric Berne, author of "Transactional Analysis,"
described as Adult-to-Adult. We describe it as "non-judgmental" or
"neutral" communications.
It's relatively easy to learn, and it can become the natural way for
you to speak. Focus on adopting a 'neutral' attitude. Your prospects
and customers will respond with an attitude of respect.
Change your expections! If your expectation for your relationships is
Mutual Respect, your sales results can improve to an amazing level.
That's just one of the things we focus on in High Probability Selling.
Sales Prospecting Closing Sales
Home
Training
Training Materials
HPS Selling Process
About Us
Order
Call: +1 610-627-9030 (USA)
No part of this publication may be reproduced in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the publisher.
©1996-1999, 2000-2004 High Probability® Selling. All Rights Reserved.
|