Sales Job Ebooks Catalog
Muscular twitching, expansion and contraction of pupils, sweating at the brow, flushing of the cheeks, increased rate of eye blinking and numerous other minute gestures that signal deceit. Research using slow motion cameras shows that these microgestures can occur within a split second and it is only people such as professional interviewers, sales people and those whom we call perceptive who can consciously see them during a conversation or negotiation. The best interviewers and sales people are those who have developed the unconscious ability to read the microgestures during face-to-face encounters.
City sales people find this sort of information particularly useful for calling on farmers in sparse rural areas to sell farming equipment. Considering that the farmer may have a 'bubble' of 100 to 200 centimetres or more, a handshake could be a territorial intrusion, causing the farmer to react negatively and be on the defensive. Successful country sales people state almost unanimously that the best negotiating conditions exist when they greet the country town dweller with an extended handshake and the farmer in an isolated area with a distant wave.
This is why most salespeople are not good, because they rush for a commitment from their customer before they're ready. If you try to get a commitment from a woman too soon, you will raise subconscious defense mechanisms in her. She'll start to feel closed-in and smothered. Do not threaten her freedom.
Rubbing the palms together is a way in which people non-verbally communicate positive expectation. The dice thrower rubs the dice between his palms as a sign of his positive expectancy of winning, the master of ceremonies rubs his palms together and says to his audience, 'We have long looked forward to hearing our next speaker', and the excited sales person struts into the sales manager's office, rubs his palms together and says excitedly, 'We've just got a big order, boss ' However, the waiter who comes to your table at the end of the evening rubbing his palms together and asking, 'Anything else, sir ' is non-verbally telling you that he is expecting a tip. The speed at which a person rubs his palms together signals whom he thinks will receive the positive results that are expected. Say, for example, you want to buy a home and you go to see a real estate agent. After describing the property you are seeking, the agent rubs his palms together quickly and says, 'I've got just the right...
Disguised arm-cross gestures are highly sophisticated gestures used by people who are continually exposed to others. This group includes politicians, sales people, television personalities and the like who do not want their audience to detect that they are unsure of themselves or nervous. Like all arm-cross gestures, one arm swings across in front of the body to grasp the other arm but instead of the arms folding, one hand touches a handbag, bracelet, watch, shirt cuff or other object on or near the other arm (Figure 76). Once again the barrier is formed and the secure feeling is achieved. When cufflinks were popular, men were often seen adjusting them as they crossed a room or dance floor where they were in full view of others. As cufflinks lost their popularity, a man would adjust the band on his watch, check the contents of his wallet, clasp or rub his hands together, play with a button on his cuff or use any other gesture that would allow the arms to cross in front of the body. To...
We were recently advising a company on the effective use of the telephone to contact customers when we met a young man who had the unenviable job of calling customers who had not paid their accounts. We watched him make a number of calls and, although he sounded relaxed, we noticed that his ankles were locked together beneath his chair. I asked, 'How do you enjoy this job ' He replied, 'Fine It's a lot of fun.' This verbal statement was however, inconsistent with his non-verbal signals, although he did sound quite convincing. 'Are you sure ' I asked. He paused for a moment, unlocked his ankles, turned towards me with open palms and said, 'Well, actually, it drives me crazy ' He then told me that he had received several calls from customers who had been rude to him and he had been holding back his feelings so as not to transmit them to the other customers. Interestingly, we have noticed that sales people who do not enjoy using the telephone sit in the locked ankles position.
I recently addressed a series of meetings in New Zealand where the audience comprised about 100 managers and 500 sales people. A highly controversial issue was being discussed - the treatment of sales people by corporations. A salesman who was well-known to the audience and who had a reputation as a stirrer was asked to address the group. As he took the stage, the managers, almost without exception, took the defensive pose shown in Figure 80, which showed that they felt threatened by what they thought the salesman was going to say. Their fears were well founded. The salesman raged about the poor quality of management in most corporations in that industry and said he felt that this was a contributing factor to the industry's staffing problems. Throughout his speech the sales people in the audience were leaning forward showing interest, many using evaluation gestures, but the managers held their defensive positions. The salesman then changed his address to discuss what he believed the...
Interestingly, the further the hand is moved up the back, the more angry the person has become. The man in Figure 46, for example, is showing a greater attempt at self-control than the man in Figure 45 because the hand in Figure 46 is gripping the upper arm, not just the wrist. It is this type of gesture that has given rise to such expressions as, 'Get a good grip on yourself. This gesture is often used by sales people who have called on a potential buyer and have been asked to wait in the buyer's reception area. It is a poor attempt by the salesman to disguise his nervousness and an astute buyer is likely to sense this. If a self-control gesture is changed to the palm-in-palm position, a calming and confident feeling results.
This doesn't even mean you have to do it with women initially. Try keeping strong eye contact with your dog, as silly as that sounds. Then work on up to keeping eye contact with the salespeople you encounter. Then work up to the receptionist at the front desk of the place where you work. Then with your peers and associates.
All was going good, until he happened to get an immediate interview at one of the clothing stores. The person interviewing Eric asked, What kind of sales experience do you have Eric replied, Well, I worked for a tme share business, setting up appointments for couples to come in and clam a prize they had won. You know, one of those deals where they've already won one of three prises, but they have to sit through an hour long sales pitch before they get the prise. ' The interviewer asked, You set up the appointments ' Eric replied, Yes. ' Eric was applying for a sales position, but felt insulted that the interviewer did not see his time share job as sales experience. Feeling the anger of seeing it as an insult, Eric failed to see the helpful outcome that emotion was bringing.
Customer, and the more you listen and understand the customer, the more likely you are going to sell them your product. There is a reason why sales is the highest pad profess n. And that reason is because the whole point of a sales job is to convince a perfect stranger to hand their money over to you. And that takes skill (excluding pointing an amed weapon at their forehead) So as you make the customer your major focus, all those other aspects (like the actual SALE) connect.
All the tricks of the trade seem to have had their day now, although some sales people cling on to them like Linus clung on to his comfort blanket The problem is one of saturation Everyone's at it I went to collect a prescription from the pharmacist last week and the poor woman had to ask me if I'd also like to buy stamps or a cell phone case . Banks try add-on selling to the point where they've devalued the function of a bank, and even people in the street who try to get you signed up for charity donations have made the pavements a new point-of-sale .
One of the most valuable gestures that a negotiator can learn to recognise is seated readiness. In the selling situation, for example, if the potential buyer were to take this gesture at the end of the sales presentation and the interview had progressed successfully up to that point, the sales person could ask for the order and expect to get it. Video replays of insurance sales people interviewing potential buyers revealed that, whenever the seated readiness gesture followed the chinstroking gesture (decision-making), the client bought the policy. In contrast to this, if, during the close of the sale, the client took the arms-crossed position immediately following the chin-stroking gesture, the sale was usually unsuccessful. Unfortunately, most sales courses teach sales people always to ask for the order with little regard for the client's body position and gestures. Learning to recognise such gestures as readiness not only helps make more sales but helps to keep many more people in...
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