By Patrick Forsyth
Grouped into logical sections, this article information easy methods to get purchasers to claim convinced, comprehend client wishes, create the best effect and achieve dedication.
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Extra info for 101 Ways to Increase Your Sales (101 Ways Series
The power of empathy Empathy is the ability to put yourself in the other person's position and see things from their point of view. It may be your natural instinct, or you may regard it as a skill to be developed and deployed as necessary throughout the selling process; or a bit of both. Whichever may be the case, empathy is vital and it has already been mentioned under the earlier heading about manner. There is an additional point about it, however, which is worth taking on board. You do not need just to be empathic, to take in and appreciate the customer's situation, but to do so in a way in which your doing so clearly shows.
Alternatively, it may be that a long disjointed explanation of, say, the cost advantages a product offers ends up confusing rather than informing. 56 PRESENTING YOUR CASE So the first rule is probably to be careful, not falling into the trap of thinking that communication is entirely straightforward, but making sure that you choose words carefully and make sure that you work at being clearly understood. What else helps? I would mention four factors: Structure: the logic of a message is crucial.
The feel of each is different. In many cultures the habit of remembering and using names is weak. So a few pointers and your developing a real intention to get it right may be useful: • • • • • • listen carefully whenever you are introduced or someone says who they are if it is not clear ask again, and if necessary ask how to spell it. Remember people would rather you got it right and were interested than made mistakes or asked again later make a point of using the name in the conversation, not so often that it becomes pedantic, and maybe a little more early on to help your memory always use the name as you leave or conclude a conversation make a written note of names at the earliest possible moment, and record also other associated names (eg, the buyer's secretary) consider carefully when you use the more familiar form of someone's name, too soon and it may offend, too late and they may consider you over formal.