Aug
9
2010
real estate land Have you ever noticed that people like people who are a lot like themselves? People who are from the same state connect at a conference, people who like to run are attracted to each other, like attracts like.
So how can you tap this phenomenon for your own success? It’s easy.
Success Tip # 1. Modify your tone of voice to match the caller. Is he or she booming? Is he or she almost whispering? Quickly note the way the potential client is speaking, and see if you cannot move your voice to be closer to his or her sound level.
juegos Success Tip #2. Speak less if the caller is introverted or shy. Is it like pulling teeth to communicate? If the person is introverted and has a tough time getting words out, pull back and use fewer words.
Success Tip #3. Where is the person on the happy to sad scale? Can you tell by his or her tone of voice if the person is generally happy, content or one of the “glass half empty” kind of individuals? See if you are able to moderate your own tone to be in sync.
Success Tip #4. When you are communicating, see if you can hear what they are not saying, and communicate this back to the caller as a question. Perhaps he or she is very interested in the product and has a block about speaking with a sales person. So you are hearing a lot of interest in something you are doing, but not a complete yes. If you are in a business that allows some freedom, like real estate for instance, see if you cannot ask for more information about what they might need. The call might lead to a referral to an associate in a different or related field.
Success Tip #5. Are you having fun yet? Ask yourself throughout the day whether you are enjoying this deeper listening style. Stop between calls to get into a good frame of mind before making the next call.
More on Success Tip #1. When you are modifying your tone of voice to match the caller, this is achieving several things. A more intense listening on your part will help you communicate more effectively.
More on Success tip #2. It is likely you are outgoing by nature, since you may on occasion make calls to make sales for a living. So you don’t need to worry about communicating with other outgoing people, you are already like them. The more challenging thing could come when you are speaking with a person who is quiet by nature. Pause more. This will put the person at ease. Usually when someone is shy, an outgoing tele-sales person moves into fast train talk mode - speaking lots to make up for the other person’s reticence. Instead, pull back and use words like they are using words. Watch what happens.
real estate marketing More on Success Tip #3. Tone down your exuberance if the person is having a bad day, or pep up if the person is in great spirits.
More on Success Tip #4. Seeing if you cannot read “between the lines” is particularly challenging. This is a relatively advanced step in tele-calling rapport building. Quite frequently someone is trying to tell you something, and you are wanting to only hear one or two things, so you completely neglect to notice the message at hand.
This is a no-brainer. And, yes, I am mad. It angers me every time I pick up the phone from some company that is trying to make sure my business address hasn’t changed for their directory. Once you answer their questions, they then try to move you over to their manager to ‘verify the information.’ That verification is only a means of trying to sell you something. Unfortunately, those types of calls often happen on a daily basis and I am tired of the ruse.
1. If you want me to listen to the person on the other end of the line, make sure I can hear them.
2. If you want me to stay on the line, make sure I can understand them.
3. If you want me to pay attention, then hire someone who can communicate with me.
Bottom line — if you want to become a Top 20% closer then you have to stop spending time with unqualified leads and start spending time finding, qualifying and closing real buyers.
Now go out and have a great week and throw your sales funnel away You can be published without charge. You can to republish this article in your website or blog. Please provide links Active.
Tags: business sales teleselling, juegos, real estate land, real estate marketing
