| |
Address Books, Journals & More |
| |
Art, Architecture & Photography |
| |
Audio Cassettes |
| |
Audio CDs |
| |
Biography |
| |
Business, Finance & Law |
| |
Children's Books |
| |
Comics & Graphic Novels |
| |
Computers & Internet |
| |
Crime, Thrillers & Mystery |
| |
Education & Languages |
| |
Fiction |
| |
Food & Drink |
| |
Gay & Lesbian |
| |
Health, Family & Lifestyle |
| |
History |
| |
Home & Garden |
| |
Horror |
| |
Humour |
| |
Mind, Body & Spirit |
| |
Music, Stage & Screen |
| |
Poetry, Drama & Criticism |
| |
Reference |
| |
Religion & Spirituality |
| |
Romance |
| |
Science Fiction & Fantasy |
| |
Science & Nature |
| |
Scientific, Technical & Medical |
| |
Society, Politics & Philosophy |
| |
Sports, Hobbies & Games |
| |
Travel & Holiday |
| |
Young Adult |
|
|
|
|
Easing tension levels when meeting new clients
Easing tension levels when meeting new clients
|
|
You've just met with a potential new
client and
tension levels are fairly
high. This is the stage for 'small talk' and developing rapport and
a business
relationship. So what do
you speak about? Well, think about it, who do most people like to
speak about. They love to speak about themselves, so that's what we
have to do; we have to get them to speak about themselves. For many
years now, I've used 'past, present and future'. I'd walk into the
prospect's office, have a look around and say, "this is amazing,
you've got this great position with this huge company, how did you
get started?" Now nobody's asked him that question for years and he
is really proud of what he has achieved and how well he has done in
the company. He would normally say, "Well, fifteen years ago I
started as a clerk and I worked my way up.........." You just keep
quiet and listen. The next question you would ask would be about the
present situation. "So tell me about your position at the moment,
how are things going?" and he would normally say, "well I've got
fifteen people working for me, we're expanding and opening three or
four new branches..........." At this stage you just keep quiet and
listen. Your next question is about the future and with this
question you'll learn more about your potential client than in any
other part of the interview. "So where do you see yourself and your
company in five or ten years time?" and you just keep quiet. What he
will say now will give you all kinds of buying signals. He may say,
'Well, I want to expand and open another three branches.........'
Just think about the business you're in and how you could help him.
If you're in recruitment, you know he will need new staff. If your
business is
computers, he will need new
computer systems. Other requirements could be: property/rental,
consumables, telephone systems, stationery, office furniture,
accounting services, legal advice etc. This is where the clients
talk from the heart. These are the emotions and the reasons why
they're going to buy from you, so remember that when you walk in,
use 'past, present and future.' Also remember that logic makes
people think and emotion makes them act, focus on the emotion when
selling.
To view search results
about
tension levels,
click here. |
|
|
lowest
price in
Textbooks,
Electronics, Books, Music, DVDs & more
United Kingdom | 
United States 
