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!
2 comments
Yes, this is why cold calling are DEAD. I think eye contact is essential. If you don’t meet your customers eyes they think you are hiding something or/and are nervous. Not so good for creating respect you might say…
Hi I am Mark, I have been asked to visit your local neighbourhood by my company for what you like and don’t like about your current supplier and am looking. To familiarise myself with the people of this zip code as I am here for the next 6 months.
(Wipe shoes on doormat) your home has been ear marked for this promotion but need to explain how it would work for you, all I need is 5 minutes to show you, I take it I would be OK to show you inside?
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