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 January 17, 2017

    This Week’s DVD Releases by Kam Williams Top Ten DVD List for January 17, 2017                       Ali [Commemorative Edition] https://www.amazon.com/exec/obidos/ASIN/B01MQEU1P1/ref%3dnosim/thslfofire-20 Long Way North https://www.amazon.com/exec/obidos/ASIN/B01M1YT5Y7/ref%3dnosim/thslfofire-20 Train to Busan https://www.amazon.com/exec/obidos/ASIN/B01MS5PJH5/ref%3dnosim/thslfofire-20 Ouija: Origin of … [Read More its Good for You.....]

Books

Concerned Father Creates Children’s Book Series To Help Make Learning About Valuable Black History Information Fun Again

  Concerned Father Creates Children's Book Series To Help Make Learning About Valuable Black History Information Fun Again   Orlando, FL (January 16, 2017) – EOTO Books & Publishing announced today the immediate release of “The Christopher OluFela Series of Books for Kids” written by father and creative children’s picture book author Lee Chavous. The books take a unique approach to inform young readers of a rich African American … [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

Groundswell for Chazelle!

  Damien Chazelle The “La La Land” Interview with Kam Williams Groundswell for Chazelle! Damien Chazelle wrote and directed the Academy Award-winning Whiplash which landed five Oscar nominations, including Best Picture and Best Adapted Screenplay for Chazelle. The movie won a trio of Oscars in the Film Editing, Sound Mixing and Supporting Actor (J.K. Simmons) categories. In 2013, his short film of the same name won the Short Film … [Read More its Good for You...]

Outdoors

Carolina Skiff at Miami’s Favorite Boat Show

  Carolina Skiff at Miami's Favorite Boat Show By Craig Lamb You might say “new” is a reoccurring theme of Miami’s favorite boat show coming up soon. A new location with hundreds of new boats, including never-before-seen models being debuted by Carolina Skiff, is a great way to kick off the season. Few boat shows offer buyers the chance to see new boats where they ultimately belong—floating on the water in a real time setting. You can … [Read More its Good for You...]

Sports

Can Troy Aikman Win MVP?

  Can Troy Aikman Win MVP? by Amy Lignor   What a strange title for an article, aye? Of course the ‘old man’ of the Dallas Cowboys can’t win MVP. Troy Aikman was an elite QB, with three Super Bowl rings to prove that fact. However, Aikman hasn’t actually suited-up since leaving behind his Cowboys uniform in 2001. The number one overall draft pick in 1989, Aikman was the MVP of Super Bowl XXVII, and was elected to the Pro Football … [Read More its Good for You...]

Business

Spotlight on Africa

  Spotlight on Africa by Amy Lignor   As the year winds down and comes to a close, it is Africa that is receiving some headlines that call for many changes and improvements to be made in the coming years. It was Ambassador Amina Mohamed (Nairobi, Kenya) that spoke recently about the African Union Commission (AUC) and how the group must provide leadership in the coming years. After all, the nation of Africa is, in truth, the cradle … [Read More its Good for You...]

Travel

The Grandest New Year’s Celebrations Around the World

    The Grandest New Year’s Celebrations Around the World by Amy Lignor   Oh, yes…there are many, many places to travel in order to ring in that New Year in style. Some people have already stated that they see 2017 becoming one of the ‘best of the best’ years the world has ever seen – from technology to business to education to even “going greener” – heck, green has even been chosen as the top color of 2017. But where should you … [Read More its Good for You...]

Green Living

2017 Will Be Green!

    2017 Will Be Green! by Amy Lignor   This statement is not a “hopeful” imagination talking; it is actually quite true. Very recently the Pantone Color Institute declared that green will most definitely be THE color for 2017. This is a company that calls themselves the “global color authority,” and states that everything from high fashion to trends will be on the green path throughout next year. So…when we look at a “green” … [Read More its Good for You...]