Body Language When Selling on the Phone

What a nonsensical title? How can you use your body language to sell more over the phone since obviously you can’t see them and they can’t see you. There are a few secrets that you can try: Picture your customer either in your imagination, although this is never correct and rarely works. Instead try and find a picture of your customer online – Linked in, blogs, company websites – you’d be amazed how easy it is. Search “client name filetype:jpg” or do a picture search on google. Once you can…

Read More

Features and Benefits are so Last Century

Please don’t ever use features and benefits… They’re so last century. Here’s what you can replace them with. Firstly, people buy with their emotional antennae and then later justify their purchase using logic. Consider that one re-introduced to you, because you already knew it. Secondly, people are motivated towards achieving some goal or aim, or they are propelled to buy things to relieve some kind of pain or problem hanging over them. Mix these together and you get: Next, take your product or service offering and start populating the boxes.…

Read More