The "little" things I am referring to relate may help reveal the personality of your contact. The value of knowing your audience is undeniable. The ability to assess and adjust your approach is a competency that develops over a period of time and increases with experience.
So, what might you be observing while listening?
- Is the office neat or does it appear to be in disarray?
- How is the customer dressed?
- What is hanging on the walls?
- Are there family pictures?
- Is there note taking?
- Does your customer keep looking at the time?
- Eye contact?
- Are there interruptions?
- On time, or do you have to wait?
Remember the formula: Two eyes, two ears and one mouth, use them in the same proportions to your advantage.
Good selling,
Richard
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