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The Sales Buzz Issue 238 - Properly Observe Prospects and learn their secrets
September 16, 2014

Properly Observe Prospects
and learn their secrets

Properly observe your sales prospects and see hidden information that even they don’t know they are showing you.

You listen what your prospects say.

You listen to how they say it.

And as you listen you note the order they give you the information.

When you note the order that your sales prospect gives you information about their needs, wants, and desires, they are telling you the order of importance of that information.

If you ask an open question about what they are looking for from your product or service the prospect will answer with their most important needs first and the rest of what they want will be in order of importance also.

If you listen to this information, the order it is given to you, and the tone and body language used as they communicate, they are showing you exactly how to present your sales proposal to them. They are telling you what is important, and how they want to receive the information.

What to Look and Listen Out For

What you are looking for when you watch people talk is how they place information around them, how they organise their thoughts and topics, and this will show you how to organise your information when making your sales presentation.

For example, have you ever seen a prospect grasping one finger at a time with the opposite hand as they tell you the main points they are looking for from your products. It is as if they are attaching a benefit that they want to each finger, or counting out the benefits as they speak. They may actually use numbers as in, ‘Firstly I want...., secondly..., thirdly..., and so on. This is how they organise their information and if you use the same gestures and speech timing as you present to them they will find it really easy to take in the information you are presenting.

Another example

Some sales prospects place their thoughts on the desk as they speak. This can be by placing their hand in certain spots on the desk, as if the desk is a map of their mind, or they can chop the desk with the side of their hand as if sectioning off each chunk of information.

Again you can use this map that they are showing you to organise your presentation back to them.

This sales training really works and builds clear communication between you and your sales prospect. In fact these sales techniques work well in all face to face communication whether at work or in your personal life. You can see more ideas on the same ideas at Sales scripts...

I'm Stephen Craine from the website

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