Hot Tips No 2

Greetings!

Its election day tomorrow in the US, and many people are fed up with the campaign ads and coverage.

Not me.

Ive often said that we can learn tremendously from the persuasive and communication techniques used by politicians.

For example, I noticed how some TV interviewers ask questions that attempt to put words in the candidates mouths.

"So, what youre saying is ..."

"Whats really happening here is ..."

"Isnt this, then, really a matter of ...?"

Of course our objective as salespeople is not to trap someone into saying something they dont really mean (like many reporters do so they can get a good sound bite for the news). What we can do, though, is help the person clarify, in his mind and ours, something they do believe but have not yet clearly articulated, or perhaps even given much thought to. For example,

"Really, what youre telling me is that youve lost over 50 hours worth of production time just within the past month because of line problems. Is that accurate?"

YOU CAN ALSO HANDLE QUESTIONS LIKE A SKILLED CAMPAIGNER
Ive also noticed how politicians answer questions posed by the media, or at public forums. Depending on their agenda and how comfortable they are with the question, they have a variety of methods of answering. You might be able to use a few of these. (Note: unlike some politicians, be sure you tell the complete truth. Even though some people condone and even expect untruths from elected officials, honesty is still the best way to conduct business.)

Comment on their Questions. "I must have touched on an area of interest, based on the number of questions you have."

Defer the Answer. "To give you the best answer, Im going to need a few more pieces of information from you about the ..."

Shift the Emphasis. "Im glad you asked that, because it gives me the chance to point out ..."

Enlarge the Perspective. "Really, that issue reflects the state of the entire industry, not just our company alone."

SOMETIMES THE SIMPLEST TECHNIQUE WORKS THE BEST
Heres one of the best techniques I saw in a local state campaign commercial. A candidate looked the camera (audience) straight in the eye and said, "Ive lowered your property taxes, created jobs, and will continue to work hard for you. Will you vote for me? Ill appreciate your vote on election day and please bring someone else along with you."

Think about it; understand your customer, present the benefits, then ask for the business.

QUOTE OF THE WEEK
"Unless a man undertakes more than he possibly can do, he will never do all he can do."
Henry Drummond

Go and have your best week ever!
Art

Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week

About the Author
Art Sobczak

arts@businessbyphone.com
http://www.businessbyphone.com