Body language and eye contact
One of the main reasons telephone sales is just so darn difficult, is the fact that we are only using verbal communication.
Research claims that 60-70 percent of all human communication is NON-verbal, through the way we use our body, different gestures, body posture, eye contact etc. In addition, for those reminding 30-40 percent that are verbal, a high percentage are related to how we say things, speed and tone of voice, not the exact words we are saying.
Think about it for a minute. Most salespeople are spending hours and hours studying what to say to a client, when we really should be studying body language and the way we are using our voice.
Who do we buy from?
Statement: We buy from people we like, or people we respect.
Who do we like? Simple question, we like people who we think are similar to ourselves. I’ve written a lot about this stuff earlier: Establishing rapport.
Until next time, happy selling!