How The Right Words Can Win Over Your Sales Prospects
How The Right Words Can Win Over Your Sales Prospects
invaluable sales tip for you.
In July, Bernadette my wife, my niece who's graduating from college and
two close friends a going to Rome. For my niece, Morgan, and two friends
it's their first trip to Europe.
We'll be in Rome for five days and another seven days aboard a cruise ship
in the Mediterranean.
Helen - my 88 year old mother in law lives in an assistant-living facility near
our home in Lakewood Ranch Florida.
Gunner is our 13.5 year-old Yellow Lab. He's moving at a slower pace
these days.
Rudy and Eileen, my father and stepmother, have been recruited to take
care of Gunner and look in on Helen periodically.
Well, that's the situation and Bernadette and I are a little nervous about
being gone for 12 days.
So it's time to go shopping for a new telephone which allows us to make
and take calls and gives us internet access while we're in Europe.
I realize there are many options - but decided to stay with Cingular and
upgrade two of our telephones.
So I get the biggest zip lock bag I can find and stuff it with our phones, auto
chargers, and battery chargers.
You have to admit, the technology that comes with the newest phones is
absolutely mind boggling.
Imagine being able to make calls, dictate messages to yourself, get
directions, send e-mails, browse the web, take pictures plus another 97+
optional tasks.
While the technology is impressive the process of buying a phone and
selecting the right plan for me at least, was nothing short of aggravating.
At the first Cingular store I visited, I was able to identify the plan and the
phone I wanted. I chose a Palm Treo 680 and which included International
World Traveler access.
That was the good news. The bad news was they didn't have any in stock.
The sales agent checked other stores for availability and told me to come
back on Monday.
During the conversation I asked the sales agent how long she'd been
working at the store. She said, "six months." I asked her if she liked the
work. She said, "Not really!"
I start thinking how would you like to have a salesperson, who doesn't like
the work, selling your products? She then volunteered that this was her last
day. My thought was - good for her and good for Cingular.
So Monday comes, and I go back to the store to buy my new Palm Treo.
When I got to the store, I could see the sales agent, the manager, was
having a difficult time explaining options to a senior citizen. She had the
patience of a saint - based on what I heard.
I decided to leave the store, do some other errands, and return later. When
I returned 45 minutes later, the sales manager was wrapping up with the same
customer.
I wasn't surprised, that the first sales agent dropped the ball and my phone
hadn't been FedExed. The store manager called around and found another
Cingular store with the Palm Treo in stock. Yippee!
You could say I'm not the most patient person in the world. You could also
say that after three visits and still no telephone my frustration level was like
a volcano ready to explode.
So I drove 20 minutes to the other Cingular store. As I walked into the
store, I could see two sales agents each working with customers.
Immediately I start to think - another long wait. No sooner did I walk into the
store, one of the sales agents looked up at me and said, "Something we
can do for you real quick?"
My attitude immediately shifted from being disappointed that I would have
to wait to being impressed by the attention I got as soon as I walked into the
store.
All he said was,"Something we can do for you real quick?"
He acknowledged my presence, he offered to help me, and made me feel
good - all that with only eight words.
I told him I was there to buy a Palm Treo 680 and a new telephone for my
wife.
In just a few minutes, Marilyn, the other sales agent was saying goodbye to
her customer and offered to help me.
It took an hour and 45 minutes to get everything set up. High-tech
telephones with borderline Neanderthal set up procedures - company
policy!
The service of this store was very good - I want to make that point very
clear.
Anyway, when the other sales agent - Michael was available - I
complimented him on his opening statement and asked, "Who taught you
that?" He said no one - he developed it on his own.
I told him it was a powerful opening statement and I wanted to write about it
and share it with my newsletter subscribers. I asked him for his business
card. I told him I would send him a copy of the newsletter which would
describe my experience in his store.
His name is Michael Degirolamo and he happens to be the District
Manager for six Cingular phone stores located between Tampa and Naples
Florida. He was a bucket of enthusiasm. He started describing the results
he was getting, within a very short timeframe, from the stores.
He wanted to know the name of my newsletter and my name. I said, "My
name is Jim meisenheimer and the newsletter is Knockout Selling Tips!"
I almost fell out of my chair when he said, "Hey Jim - I'm already getting
your newsletter - I read it every week."
Well - that's the story and here are two sales tips I promised you.
Two sales tips you can begin using immediately:
1. Inject the words "Real quick" when it's appropriate during a sales call.
I'm sure Michael won't mind if you borrow his exactly terminology.
2. Whenever you're talking a prospect/customer, either on the telephone or
face-to-face, you can make them more agreeable to talking with you when
you say this, "I'd like to ask you a real quick question." That's a sales tip I
learned from Bob Burg.
It never ceases to amaze me how the right words and phrases can
influence the outcome of a sales call.
When you're articulate, you can say less and sell more.
How The Right Words Can Win Over Your Sales Prospects - To learn more about this author, visit Jim Meisenheimer's Website.
Like this article? Share it with your friends
First - a quick story about a customer service experience which leads to an
invaluable sales tip for you.
In July, Bernadette my wife, my niece who's graduating from college and
two close friends a going to Rome. For my niece, Morgan, and two friends
it's their first trip to Europe.
We'll be in Rome for five days and another seven days aboard a cruise ship
in the Mediterranean.
Helen - my 88 year old mother in law lives in an assistant-living facility near
our home in Lakewood Ranch Florida.
Gunner is our 13.5 year-old Yellow Lab. He's moving at a slower pace
these days.
Rudy and Eileen, my father and stepmother, have been recruited to take
care of Gunner and look in on Helen periodically.
Well, that's the situation and Bernadette and I are a little nervous about
being gone for 12 days.
So it's time to go shopping for a new telephone which allows us to make
and take calls and gives us internet access while we're in Europe.
I realize there are many options - but decided to stay with Cingular and
upgrade two of our telephones.
So I get the biggest zip lock bag I can find and stuff it with our phones, auto
chargers, and battery chargers.
You have to admit, the technology that comes with the newest phones is
absolutely mind boggling.
Imagine being able to make calls, dictate messages to yourself, get
directions, send e-mails, browse the web, take pictures plus another 97+
optional tasks.
While the technology is impressive the process of buying a phone and
selecting the right plan for me at least, was nothing short of aggravating.
At the first Cingular store I visited, I was able to identify the plan and the
phone I wanted. I chose a Palm Treo 680 and which included International
World Traveler access.
That was the good news. The bad news was they didn't have any in stock.
The sales agent checked other stores for availability and told me to come
back on Monday.
During the conversation I asked the sales agent how long she'd been
working at the store. She said, "six months." I asked her if she liked the
work. She said, "Not really!"
I start thinking how would you like to have a salesperson, who doesn't like
the work, selling your products? She then volunteered that this was her last
day. My thought was - good for her and good for Cingular.
So Monday comes, and I go back to the store to buy my new Palm Treo.
When I got to the store, I could see the sales agent, the manager, was
having a difficult time explaining options to a senior citizen. She had the
patience of a saint - based on what I heard.
I decided to leave the store, do some other errands, and return later. When
I returned 45 minutes later, the sales manager was wrapping up with the same
customer.
I wasn't surprised, that the first sales agent dropped the ball and my phone
hadn't been FedExed. The store manager called around and found another
Cingular store with the Palm Treo in stock. Yippee!
You could say I'm not the most patient person in the world. You could also
say that after three visits and still no telephone my frustration level was like
a volcano ready to explode.
So I drove 20 minutes to the other Cingular store. As I walked into the
store, I could see two sales agents each working with customers.
Immediately I start to think - another long wait. No sooner did I walk into the
store, one of the sales agents looked up at me and said, "Something we
can do for you real quick?"
My attitude immediately shifted from being disappointed that I would have
to wait to being impressed by the attention I got as soon as I walked into the
store.
All he said was,"Something we can do for you real quick?"
He acknowledged my presence, he offered to help me, and made me feel
good - all that with only eight words.
I told him I was there to buy a Palm Treo 680 and a new telephone for my
wife.
In just a few minutes, Marilyn, the other sales agent was saying goodbye to
her customer and offered to help me.
It took an hour and 45 minutes to get everything set up. High-tech
telephones with borderline Neanderthal set up procedures - company
policy!
The service of this store was very good - I want to make that point very
clear.
Anyway, when the other sales agent - Michael was available - I
complimented him on his opening statement and asked, "Who taught you
that?" He said no one - he developed it on his own.
I told him it was a powerful opening statement and I wanted to write about it
and share it with my newsletter subscribers. I asked him for his business
card. I told him I would send him a copy of the newsletter which would
describe my experience in his store.
His name is Michael Degirolamo and he happens to be the District
Manager for six Cingular phone stores located between Tampa and Naples
Florida. He was a bucket of enthusiasm. He started describing the results
he was getting, within a very short timeframe, from the stores.
He wanted to know the name of my newsletter and my name. I said, "My
name is Jim meisenheimer and the newsletter is Knockout Selling Tips!"
I almost fell out of my chair when he said, "Hey Jim - I'm already getting
your newsletter - I read it every week."
Well - that's the story and here are two sales tips I promised you.
Two sales tips you can begin using immediately:
1. Inject the words "Real quick" when it's appropriate during a sales call.
I'm sure Michael won't mind if you borrow his exactly terminology.
2. Whenever you're talking a prospect/customer, either on the telephone or
face-to-face, you can make them more agreeable to talking with you when
you say this, "I'd like to ask you a real quick question." That's a sales tip I
learned from Bob Burg.
It never ceases to amaze me how the right words and phrases can
influence the outcome of a sales call.
When you're articulate, you can say less and sell more.
How The Right Words Can Win Over Your Sales Prospects - To learn more about this author, visit Jim Meisenheimer's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Jim's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
|
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Professional Networking Workplace Culture Exit Interview Document Networking Online Pulse Check Assessment |
|
 | ||
 |
Top 50 Niche Blogs 2009
Top 50 Niche Blogs 2009 | |
 |
Top 50 Geek Business Blogs
Top 50 Geek Business Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
|||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||