YOUR SELLING CHECKLISTINCREASE SALES 137% W I T H K AT H Y T H O M P S O N
SELLING CHECKLISTDo you know if your sales pitch is getting through?There are signals you can watch for. Some of thesemay be subconscious and easy to spot. Once youknow these you can adjust what you say.Here is what you should watch for.
SELLING CHECKLIST____During your conversation, if your buyer hidestheir right hand (pocket or behind them), they areguarding some aspect of their professional life. Ifit’s the left hand, it’s their personal feelings andlife.
SELLING CHECKLIST____If your buyer folds their arms across their chest, it indicates that he/she wants to hold their position for self protection. You might to imitate their position at first, then unfold signaling a truce.
SELLING CHECKLIST____We tense our muscles when we feelthreatened, frightened or defensive. Look to see ifthe buyer has a relaxed body posture and relaxedfacial expression.
SELLING CHECKLIST____Look to see if your buyer is willing to makedirect eye contact, and appears open andenthusiastic.
SELLING CHECKLIST____Check if the buyer’s gestures and bodymovements are in harmony with you. In otherwords, the buyer’s body movements are same asyours.
SELLING CHECKLIST____When your buyer rubs their chin, this mightindicate that they feel uncertain. It can also signalthe buyer’s subconscious. It can beacknowledging your expertise or authority.
SELLING CHECKLIST____Check to see if the buyer’s gestures haveopen hands palms up. Or are the hands displayedin the direction of the seller, and fingers areslightly cupped. This is a sign you are both on thesame wave length.
SELLING CHECKLIST____If the bottom eyelid straightens out, they aretuning you out. Start over. If the lower lidcurves, they are more open and willing.
SELLING CHECKLIST____Notice when the buyer startstalking, revealing more of their ideas andthoughts. They want to be heard.
SELLING CHECKLIST____If they gesture with an extended or stiffthumb (like a handshake), it is indicative ofsomeone who won’t budge and wants todominate. Be careful with them.
SELLING CHECKLIST____For more help in getting that sale, head overto “19 Tips to Improve Relationships” atwww.kathycommunicates.com/19tips