Podcast
Questions and Answers
What is meant by Absolute Certainty?
What is meant by Absolute Certainty?
93% of what I communicate is __________.
93% of what I communicate is __________.
non-verbal
What percentage of communication is based on body language?
What percentage of communication is based on body language?
55%
What must you believe in to effectively sell your product?
What must you believe in to effectively sell your product?
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According to Belief #2, how is your product perceived?
According to Belief #2, how is your product perceived?
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What does Belief #3 state about selling?
What does Belief #3 state about selling?
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What is the implication of Belief #4?
What is the implication of Belief #4?
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What initial phrase can help customers relax?
What initial phrase can help customers relax?
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What question should you ask in the approach to initiate conversation?
What question should you ask in the approach to initiate conversation?
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How should you respond when a customer says, 'You're just trying to sell me!'?
How should you respond when a customer says, 'You're just trying to sell me!'?
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What question can you ask to create a dialogue with your customer?
What question can you ask to create a dialogue with your customer?
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What should you say if a customer states that they aren't buying anything today?
What should you say if a customer states that they aren't buying anything today?
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What should you say when asked, 'How much is this going to cost?'
What should you say when asked, 'How much is this going to cost?'
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Study Notes
Communication Techniques
- Absolute Certainty: The individual with greater certainty in communication can influence the other, provided both are in rapport.
- Non-Verbal Communication: 93% of communication is non-verbal; includes body language (55%), vocal elements (38%), and only 7% from spoken words.
Beliefs in Selling
- Belief #1: Confidence in one's product or service is critical; personal ownership of it boosts credibility.
- Belief #2: Perception that the product is underpriced leads to a stronger sales position.
- Belief #3: The belief that failing to sell a product cheats the customer out of its benefits.
- Belief #4: Customers do not simply buy; they must be sold on the idea of the product.
Customer Interaction Strategies
- Introduction Technique: Use empathetic language to relax customers by addressing common concerns about sales tactics and ensuring value.
- Approach Technique: Engage customers with open-ended questions to guide the conversation toward a sale.
Handling Objections
- Addressing Doubts: Acknowledge that selling is part of the process; assure honesty and integrity to build trust.
- Dialogue Creation: Ask strategic questions to understand customer hesitations and adjust your approach accordingly.
Managing Expectations
- Overt Statements: Acknowledge when a customer states they aren’t buying today; use this as an opportunity to pivot to engaging questions.
- Cost Inquiries: Politely defer discussions about pricing to keep the conversation moving forward.
Customer Relationship Building
- Building Trust: Demonstrating genuine interest in the customer’s needs fosters a stronger relationship.
- Closing the Sale: Utilize insights from customer feedback to shape offers that are appealing and beneficial.
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Description
Explore key concepts from Power Sales University with these flashcards. This quiz covers essential communication strategies, including the impact of certainty and non-verbal cues in influencing others. Enhance your sales skills by mastering these critical definitions and terms.
