Feb 19 2008
Become a Better Communicator
Your prospect is constantly giving you signals, such as “I’m ready to buy” or “I’m scared and unsure.”
Are you reading the signals correctly and do you know how to respond to the clues you’re reading?
Once you understand body language and personality tendencies, you will know better how to assist your potential customer to make the “right decision” and purchase from you. Your goal is to become a better communicator in order to facilitate a better buying experience for everyone involved in the transaction, including you.
I realize many of you, like me, are working from home and utilizing the phone, as you may not have the opportunity to sit across the table from your prospect and read their body language in person.
Guess what - sixty percent of all communication between humans is non-verbal! Wow! That’s a bunch of communication going on without a single word being spoken! When communication by phone, pay attention to cues from your potential customer such as:
- a long pause
- deep breaths
- hesitation
- interruptions
- speaking faster than usual
- excitement
- boredom
You don’t have to be able to see a person to recognize a lack of interest, rudeness, and even sincerity when you listen more attentively.
What I’ve just listed for you are all signs your prospects are giving you every day, non-verbally and verbally, about whether they’re ready to buy, not going to buy now, or require more information before making that decision.
Most marketers or sales people miss the cues because they’re too busy thinking of what to say next to ensure the sale. I assure you, when you pay attention to the signals your prospect is putting out to you verbally and non-verbally, you won’t have to think about what to say because you’ll know what to say and exactly when to say it!
