Many books for sales professionals stress the importance of body language as the most powerful factor in selling. As important as it is, body language is not going to describe the product, nor help the client understand the details of payment, delivery, specifications, installations, training, or testing required for the product. That being so,Cheap Patrick Robinson Jersey, it's not an overstatement to say that verbal communication is absolutely essential for any sales professional, and the language you use can make or break the deal in a matter of seconds. So it is vital that once you have the body language and style issues taken care of, concentrate on your verbal communication skills. g. "Hold that thought" will literally get the client to hold the thought, storing it in the back of his mind until you return to it. This technique is useful when your client has a number of questions that, if you addressed them at the moment, would disrupt the flow of your presentation. It is also a great way to diffuse a line of thinking that could be harmful to the deal. Asking the client to hold the thought allows you to preempt the difficult issue with some positive framing, so that when you return to the thought, it is recast in a positive manner. d. Use the word 'now' to shift the client's perspective from a negative to a positive one. For instance, "Seeing the news about the struggling economy can really make you feel down about your business...Now, consider this..." c. Invite the client to imagine herself enjoying the benefits of the product. "You can see yourself saving 10% on operating costs over the next year, can't you?" And there are a number of other words and language patterns that have something like a 'hypnotic' effect on the listener,Cheap Ricky Williams Jersey, acting on the psyche of the listener to provoke certain fairly predictable results. Try them out, they work! a. Using an authority's name, i.e. "Authority X says that..." Citing an authority carries additional credibility,Cheap Marcell Dareus Jersey, and makes what you say more believable. Do you know the most powerful word for getting your client's attention? If you guessed 'bargain' or 'benefit' or something along those lines,Lights Out Black Jerseys, think again. Dale Carnegie says "Remember that a person's name is to that person the sweetest and most important sound in any language." (Dale Carnegie, How to Win Friends and Influence People, 1936) Why? Because it applies to your client alone,Cheap Mike Jenkins Jersey, and using it implicitly suggests that you recognize he or she is one-of-a-kind. Everyone wants to be thought of as an individual, and when you use your client's name, you let him know that he's not just one of the crowd to you. All that power from one little word,Cheap Vernon Gholston Jersey! e. Use words that denote a reason or explanation, such as "because" and "that's why". Human beings are psychologically uncomfortable with things we can't explain. The converse is also true. Giving an explanation helps the client feel that there is a certain inherent logic at work. In fact, it's been shown in public tests that if you give a reason (no matter how ridiculous) for something, it's about 60% more likely that your statement will be accepted. Of course, simply as a matter of professional ethics you shouldn't misuse this technique, but always give valid reasons that authentically appeal to your clients' interests. Hypnotic words and phrases. f. "Never mind" - this phrase actually deletes the previous content from the listener's mind. h. "Can I ask you to..?" is a simple, polite way to get the client thinking along positive lines. Asking 'permission' gives the client a sense of being in control of the situation, and encourages him to feel magnanimous in granting it. This is useful to you, because the client will not feel that he is being manipulated, pressured, or railroaded into making a purchase, and he'll be less likely to shut down the negotiations in this case. b. Soliciting agreement by using non-controversial statements phrased in the form of questions. "This looks like a great idea, doesn't it?" "You'd like to save on this product, wouldn't you?" "Our product's warranty is much better than X company's, isn't it?" Once a client has agreed with you on a number of points in this manner, he is more likely to continue agreeing as the conversation proceeds.