The way Lenann approaches follow-up after a workshop is just terrific. Even guys that are real green, who had no competence going on a call to a prospect now feel pretty comfortable doing that. For ye.. Chris Reynolds
Regional Manager – KraftMaid Cabinetry, Inc.
 

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Be Careful Not to Translate!

Many people who have wanted to improve on their sales skills work very hard on listening better—and then they translate what they heard into their own words! This is well beyond paraphrasing a prospect’s Pain—it’s refusing to use words that are comfortable and familiar to your prospect, and instead using words that are more comfortable to you.

That’s not good!

Notice the language your prospect uses, and try to use that, as often as possible. Remember, selling is not about using words you are comfortable with—it’s about using the words with which your prospect is comfortable.

And she’s comfortable with the words she is using.

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