sakHave you ever relayed a really funny incident to a third party after the fact, only to get a blank stare instead of a chuckle? In most cases, the awkwardness is covered with the cliché: “oh well, you had to be there!”
The fact of the matter is; that sometimes it is not the material, it’s the skill in the presentation. You have to know when to pause, and when to deliver the punch line.
The same thing is true in sales. You need to hone your skills, know your material, and deliver the message with the appropriate cadence for maximum effect. You also need to intuitively adjust your timing to your audience.
If your prospect is impetuous or impatient, you need to move forward to the bottom line quickly and effectively. However, if the potential customer is expecting the complete dog and pony show, you have to methodically do your “bit” with intermittent bridges and tie-downs.
The key is learning how to gauge reactions, interpret facial expressions and listening carefully to any questions of concerns and addressing them in a timely manner.
And practice makes perfect. If you don’t make the sale, do not hesitate to ask what you could have done better.
Building on your failures will enhance your chances of success in the future.
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