6 Signs To Tell If He Doesn’t Give A Hoot To What You Are Saying

If you are a salesman, you may understand that it is vital to learn how to observe your prospect’s body language.

Is he listening to you?

Is he warming up to you?

is he buying your pitch?

Or is he simply plain disinterested? And shutting himself out and away from you?

You need to know. His body language will give you many hints. With that, you will be able to better understand if you are heading in the right direction.

And if you are not, you can prepare yourself to change the angle of your pitch rather than blabber on (a mistake I used to make…and still do sometimes!).

So what are the tell-tale signs?

Let me explain:

• He folds his arm (But could also be that he is feeling cold).
• He takes off and puts his glasses on the table during the conversation.
• He strums his fingers repeatedly on the table (tell-tale sign that he is getting impatient).
• He touches his neck repeatedly (meaning you are being a pain in the neck!).
• He looks over the top of his glasses (he is disapproving of what you are saying).

The Single Most Important Detail You Must Remember To Make People Like You…

If you are a sales or a marketing person, one of the first thing you must do is to establish rapport with the person or party you want to sell to.

You want to make them like you. To trust you. With that done, half the battle is won.

So, how do you make them like you?

Simple. Make them feel as if they are worth a million bucks. Make them feel important. Make them feel that YOU…like them.

And one of the first step towards doing that is…

….remembering their names and using it often!

Often when we are introduced to new people, we forget their names at the next instance.

From now on, for your own sake, and your own business or sales sakes, make a concerted effort to start remembering all the names of people you come across with.

Even better, compliment how nice their name sounds.

That will totally rock their world! Totally… It really helps to open up doors and get them to open and warm up to you.

I tried that numerous times. All done with sincerity, of course. And the look of happiness on their face is just…priceless!

How To Use Your Audience’s Fear To Your Marketing’s Advantage

For those who play stocks, you might be familiar with this saying.

“Stocks take the stairs on the way up… and the elevator on the way down.”

Don’t believe me?

Just pick any stocks in the market and observe how long it takes for it to reach it’s all time high, and then take a look at the time it takes to drop back to the bottom or at least to half of it.

More often than not – it literally takes the elevator down! Back to square one!

What does this show?

One word – FEAR!

In marketing, we can take advantage of this very fear element of your prospects to your profit.

How?

Remember the following…

The Fear Of Loss Is Greater Than The Desire For Gain

Everyone loves to win something. But they hate losing even more.

It’s all nice presenting the benefits and how your prospects can gain when they take up your product or services.

All well and good. You touch on their emotion. You make them feel positive.

But….DON’T JUST STOP THERE!

Negative emotions work powerfully too!

We Went In Empty Handed, But Came Out…

You know what? I actually typed out a whole long entry for this. But I wiped them off on second thoughts. Too long-winded.

So now, I’m just going to go in to the meat. Straight to the point.

In the last entry, I talked about an encounter with a cab driver in Kuala Lumpur (KL), Malaysia, during our holiday there. And how we persuaded him to lower his cab fare.

Got some nice comments and email feedbacks. I thank you folks for that – from the bottom of my heart!

Today, I want to talk about something else. I want to talk about a trip to a store (a chocolate boutique) during the same trip in KL, whereby we went in empty handed, but came out….you guessed it…FULL of products!

Why?

1. Personal Attention

The shop assigned a staff to us. Specially for us.

He tended to us, catered to our questions. Brought us around. Let us try various chocolate samples. Even letting us try more on our request. Carried our basket as well.

And finally also completed the payment for us.