Google+

Are You Attacking Your Prospects?

Are You Attacking Your Prospect?

By Dan Caramanico

Have you ever been in a conversation with a prospect when all of a sudden (or so it seems) they get defensive? Have you ever been cruising right along with a prospect then suddenly they clam up and become guarded about what they tell you?

The chances are that whatever you were saying or doing looks like an attack to the prospect.

There are several ways this might happen. I will discuss the top three.If you avoid these three pitfalls your prospect will not be as likely to fight you and will be more open to what you have to say.

Don’t be condescending. This can happen when you have a lot of experience or when you have much more knowledge than the prospect. Inadvertently you can begin to talk down to the prospect, or preach to the prospect or take a didactic stance with the prospect. When the prospect senses this, he or she feels like you are putting them down. This is true even if you are not trying to do so. Many times it is your tonality that communicates to the prospect what they are feeling. To protect against this, you can take a deferential stance which will give the prospect the idea that you hold them in a position as high as or higher than your own, and will almost automatically get your tonality right. Of course your belief has to be consistent with that stance or you will sound phony which is a whole other problem.

Don’t be arrogant. Arrogance will always cause a hostile environment. The prospect will either fight you or clam up. Most people don’t set out to be arrogant on a sales call. But when they are insecure or feel like they need to prove themselves, they come across that way. Be humble and you will not attract undue resistance. Have the humility to realize that though you are an expert in your field you are a rank amateur in what the prospect’s problems are and how she feels about them. You can’t hide arrogance it comes through your tonality and body language loud and clear.

Don’t use jargon and Buzz words. Of course every field has its own particular language. But you should be careful not to assume that the prospect understands it all. It may make you feel like the expert when you use big words, technical language or insider terminology but it will make the prospect feels stupid if they do not understand. They won’t tell you they don’t understand they will either stop interacting or go on the offensive. The worst part is they may not remember what you said but they will remember that they did not feel good when you were talking and mark you as someone to avoid. This may all be just a vague feeling on their part , but it will color every other interaction you have with them. Be careful how you speak with a prospect you may be telling them more than you think.

To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.

Dan Caramanico is a salesforce development expert and he is the author of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson

 

.

Entertainment

Top Ten DVD List for May 23, 2017

  This Week’s DVD Releases by Kam Williams Top Ten DVD List for May 23, 2017 Get Out                https://www.amazon.com/exec/obidos/ASIN/B06WW76HBM/ref%3dnosim/thslfofire-20 Shake the Dust https://www.amazon.com/exec/obidos/ASIN/B06XRJ27W5/ref%3dnosim/thslfofire-20 My Life as a Zucchini https://www.amazon.com/exec/obidos/ASIN/B06WRTFKRY/ref%3dnosim/thslfofire-20 All Governments … [Read More its Good for You.....]

Books

Rising Star: The Making of Barack Obama

  Rising Star The Making of Barack Obama  by David J. Garrow William Morrow Hardcover, $45.00 1472 pages ISBN: 978-0-06-264183-0 Book Review by Kam Williams “Barack Obama's speech at the 2004 Democratic National Convention instantly catapulted him into the national spotlight and led to his election four years later as America's first African-American president. In this penetrating biography, David J. Garrow delivers an epic work … [Read More its Good for You...]

Art

The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

History Being Sold to the Highest Bidder

  History Being Sold to the Highest Bidder by Amy Lignor   For the longest time, scientists and archaeologists have been confused and bemused by various discoveries they’ve unearthed that offer little or no explanation as to the who, what, and why of the people who created these things or left them behind. Even now, in 2017, there are discoveries being studied; stories that were once legends now have actual bits of proof being found that … [Read More its Good for You.....]

Lifestyle

Stunning Stenberg!

  Amandla Stenberg The “Everything, Everything” Interview with Kam Williams Stunning Stenberg! Amandla Stenberg first gained recognition for her role as Rue in The Hunger Games, alongside Jennifer Lawrence, Liam Hemsworth and Josh Hutcherson. After the success of that film, Amandla earned the 2012 Teen Choice Award with Jennifer for Best Film Chemistry. She was also nominated for NAACP Image and Black Reel Awards for that … [Read More its Good for You...]

Outdoors

How to Build and Fish a Crappie Condo

  How to Build and Fish a Crappie Condo When warm weather hits, the crappie start biting. Depending on the region, after the spawn around April or May till the first cold front rolls through in the Fall, these tasty panfish are easy to find, usually congregating around brush piles that house the plankton and baitfish that make up the food chain. Although, anglers can spend a long time with their DownScan sonar looking for the ideal spot, … [Read More its Good for You...]

Sports

A Sport Where You Feel the Thrill Without Going to the Extreme

  A Sport Where You Feel the Thrill Without Going to the Extreme by Amy Lignor   There are many sports “fanatics” out there who literally dive head-first into an extreme sport in order to get their adrenaline pumping – taking on a sport that comes hand-in-hand with a monumental amount of risk. But for those who are not interested in being scared to death, yet wish to feel the thrill, data has shown that zip lining has become the … [Read More its Good for You...]

Business

The Hottest Locales for Small Business in the U.S.

  The Hottest Locales for Small Business in the U.S. by Amy Lignor   No, Silicon Valley is not being replaced. However, with the Kauffman Foundation releasing its annual Startup Activity Index last week showing, in detail, trends in U.S. business startups for 2017, it was revealed that California has been booted out of first place. The top spot for new businesses to be built and thrive in the United States has been taken over by the big, … [Read More its Good for You...]

Travel

Once Upon a Time Vacations

  Once Upon a Time Vacations by Amy Lignor   Whether you are a lover of history or you simply have the “Beauty & the Beast” obsession – which, according to movie revenue data, millions all over the world are suffering from – just think how amazing it would be to stay in an actual castle. We already know what the beauty would be from the female perspective, but when it comes to the gentlemen out there, just think about how much … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]