1. Allow the customer to speak 70% (or more) of the total interaction time. To begin using this technique, at the end of an upcoming sales interaction, rate your listening versus speaking percentage. For example, 40% listening/60% speaking. [Read more]
tags | give the customer more 'air time', less is more, listening versus speaking percentage, Open-Middle-Close speaking structure, pause gap, Perceived genuine passion sells, re-sell yourself, sales interaction, writing time
December 6, 2012 by michael | 30 views | Comments (0)
April 28, 2011 by michael | 87 views | Comments (0)
By chance last week I watched a TED presentation by Caroline Casey. And I watched the entire 15 minute clip – which is something I rarely do. The reason I watched (or in effect was sold on watching) the entire clip was because of the genuine passion I perceived in Casey [Read more]
tags | Body language, Caroline Casey, face, feeling tone, hooked to listen, notch up energy, Perceived genuine passion sells, powerful message, selling a message, spoken messages, TED, video clip communication, voice