084 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent Expertise
The Fourth Key: Relationships – You Only THINK You’re Being Clear
“So… was that clear?”
“Oh yes,” says the prospect, not wanting to admit she had NO idea what was just said. And even when she DID know what was just said, the salesman asking “was that clear” really only gets a reply that says “what I understood was clear to me the way I heard it… but maybe not the way YOU said it!”
When I coach people about their presentations and sit through them, some people have been highly trained to check in every few paragraphs. “Don’t you agree” or “Do you see what I mean?”
Clearly the prospect sitting there can only reply as to the way SHE heard it, so the salesperson has to think of a different question to ask.
Have you ever “barked” at your dog after he’s done something wrong. Have you found, as I have, that the WORDS mean nothing because the dog only understands (as much as a dog CAN understand) what your emotion-level was.
“Good Dog” in an upbeat tone means the same as “Bad Dog” said with the same inflection.
And whether you know it or not, that’s how your clients often hear you.
Her mind is on getting home for dinner, racing for some errands, or playing back what her boss said to her earlier in the day.
Self-talk is often MUCH louder than the volume of people talking AT us.
My daughter, Liz, once told me what Oprah has said about how she talks with Stedman, her man for many years.
“I need you to hear me,” Liz would say, using her right hand to gesture to me.
I’ve always known that when I fully concentrate, time and noises zoom by me and I am oblivious to them. I’m focused on what I am doing.
So if my wife, Pam, says something to me (and then later says “I told you about that!”) and she didn’t get my attention first, more than likely, I missed what she said.
Have you ever had a chat with a prospect, felt things went really well, but didn’t get the assignment when you really thought you had it?
There can be MANY reasons why things didn’t work out, of course… but, communication is usually a big part of it.
Avoid the jargon, use concrete metaphors to relate what you will do for your client, and ask LOTS of questions.
Questions let you know what’s really going on in your prospect’s mind… and never take the replies as a problem when your client gives you an objection: only people with some interest give you some objections – those who agree with you fully probably aren’t interested at all.
And now – leave me a comment here to tell me what YOU feel about this!
Best,
Charlie Seymour Jr
Blogging, Podcasting, Consulting
The Invisible Touch – A Marketing Blog Series By Charles Seymour Jr
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Charlie Seymour Jr is an entrepreneurial evangelist and marketing-success coach helping individuals and companies (up to $100MM) explode their success through online and personal-touch marketing. He specializes in blogging, podcasting, photography, video, and Facebook applications. Visit his blog at http://bit.ly/24eYTO to learn more about his successes.
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084 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent Expertise-You Only THINK You’re Being Clear
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