Transcript Managing & Motivating Generation X

Personal Coach
Video Taped Sales Role Playing Sessions
By Rich Drinon
Drinon & Associates
www.drinonandassociates.com
Key Focus Areas
The Sales Dance
Non-Verbal
Vocal
Verbal
Presentation
Segues
Closing
1
The Sales Dance
Make a favorable first impression
You lead, they follow
Move the buyer’s body to move the
buyer’s mind, or vice versa
Move to a neutral area
Recognize territorial lines
Break down barriers
Close in physically as well as verbally
Close the deal
2
Making a Favorable First
Impression
You must send a single socio-economic
message
Congruency is the key!
3
Non-Verbal Communication
Great sales people are hardly ever
physically aggressive, which allows
them to be very aggressive verbally
Never sell by verbal means alone!
4
Vocal Communication
Loudness
Emphasis
Tone
Silence
Rate
Articulation
Pitch
5
Verbal Communication
Language
Presentation
Techniques
6
Use of Materials
Visual
Auditory
Kinesthetic
7
Visuals
Fast talking
Impatient
Often interrupt
I can picture that... It appears that...
Want to be shown things
Paint mental pictures for them, use visual
tools, make tools look good
8
Auditories
Natural listeners
Sometimes monotone
I hear that. That rings a bell.
Quote others in conversation
Take your time, pay attention to sounding
good
Deliver an organized pitch
9
Kinesthetics
Slowest talkers of all
Slow to make decisions
Get a feel for it. It boils down to...
They decide slowly and by feel
Hands on demonstration
10
Smooth Segues
Prepare customers mentally for what will
happen physically
No surprises!
11
Closing
The “Yes” Principle
Trial Closes
Buying Signals
Always ask for the sale
12