Here are some key things I learned from working with Lenann: 1. I like the concept of a “Challenger Salesperson.” The more interesting, engaging and informative we can be in a useful way to the client.. Russ Conser
Key Account Manager – Oberthur Technologies
 

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Do you get distracted?

Allowing yourself to become distracted while in conversation with a prospect is a very bad idea.

As I was writing my book, Got Sales? The Complete Guide to Today’s Proven Methods for Selling Services, I received a call from an old client who was fascinated that I was writing a book.

He said, “I have used what you taught me so much! Do you remember telling me that when I’m really present with a person and focused on them, there’s nothing like it—but that I get distracted, and it’s obvious to everyone, when that happens, that I’ve gone?”

Even though I’d worked with this caller years before, I did remember saying that, and I remembered his face when he would “check out” while sitting there talking with me.

Most of us have lots of things to do. We’re short of time. But allowing yourself to become distracted while in conversation with a prospect is a very bad idea. The key is to do what you’re doing, right now, fully—not with half your mind on something else—because when it is, others can feel it. (Thanks for reminding me of that, Roger!)

As Brian Tracy writes in The Psychology of Selling, “Listen as if you would still be here if she wanted to talk for eight years, and you would love to hear every single word she says.”

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