One of the most critical mistakes people make when selling, or influencing, is overdoing it! Over and over, again, I'm amazed at how often this happens. Learn to recognize the "I'm Ready To Buy" signals, or "OK, Let's Move On" signals.
When I go into companies and teach, or even fine tune, people's selling skills, I find that many of them have something "They" want to say, either because the company wants them to, or they want to. I can fully understand that there is certain information that "must" get across, but must it? Many people seem to have a need for themselves to get to a certain point where "they" are satisfied BEFORE THE CUSTOMER IS!!
Why does this happen? I don't know. There are so many different motivating factors that it's difficult to generalize.
What Happens? It's simple, the salesperson starts with their "shtick", their "rap", their "patter", their "pitch", whatever you want to call it. It's when they begin giving information to the customer before they know enough about "how" the customer wants the information. It could be in the beginning of the call, in the middle, but certainly at the end because that's when the customer can get turned off and quickly!
How Does It Happen? In various ways. One example is where the sales person just starts with their pitch right out of the gate: "Hello, I'm so and so with such and such company and I want to tell tell you about . . . yadda yadda yadda." Get the dysfunctional operation: "I want to . . .", clearly outlining for the receiver of this communication that it's the sender's agenda first! Another example is when the sender starts with asking a question because they were taught to ask the receiver questions: "Hello, I'm so and so from such and such. What's important to you about X?" (As in eliciting Meta Programs directly, which I discourage). Then once they get a response, the sender, salesperson, starts their pitch. Another example is when they get a response and use the response to segue into their pitch in a way that is very obvious.
Now, none of these are necessarily a bad thing, if the customer is there to buy what you're selling, although a sincere interest in the customer and/or their business can help immensely. It's when the customer has already given the signal they are ready to go to the next step and the salesperson fails to recognize this that the problem occurs.
Having spoken with many "customers" about what turned them off was the following: They were ready to buy what the seller was selling and gave all the signals. The salesperson one on and on and the customer started thinking, "Uh Oh, this person is going to be a real pain over time. I'd better bail while I can." You see, the salesperson failed not only to recognize the signals, they didn't have it in their consideration that there are threshold's that people have that may be connected to their convincers, and over time, at that, so that, when the customer starts running their own pattern based on the continued information the salesperson keeps giving, even though the customer had "had enough", that the customer goes over their own threshold and the kinesthetics for what they "were buying" diminish.
In the corporate environment, here's an example: If your boss came to you every day and told you that you're doing a good job, how long would it be before you stopped believing him/her? Get it?
What Can You Do Abut This? Stay Out of Your Own Head & Pay Attention, Calibrate: open your eyes and ears and all your senses and collect the data that's right there each and every moment! Learn to notice the eye blink "signals" (the pronounced ones, not the ones that are meant to just moisten the eyeball), the upper body movements (toward or away from), the breathing patterns and self interrupts on the part of the receiver, the change in head nods. There are many things that make up the information. The best thing to do is to NOTICE what's going on and track the person's "information gathering" pattern (all the analogue movements that go along with that) and then, as importantly, when that pattern changes! Calibration is NOT just about gathering information, it's about noticing changes in your environment.
When you've gotten the signal from the customer, or whoever you are attempting to influence, use the signal and go to the next step!!
©2014 John La ValleVisit John La Valle's website by clicking on the link below.