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Speaking The Language Of Our Sales Prospects

We need to speak the language of our prospects. That particular thinking goes far beyond verbiage alone, it must include an understanding of their very philosophy and beliefs. We must get inside their heads to effectively understand what drives them.

It is only after examining our prospects and customers at such a level that we can effectively communicate with them and interest them in our message. If we present a great message that misses the mark because we selected the wrong audience, we will have failed in that effort.

This is especially true when attempting to gain someone’s trust, for convincing them of our point of view, for selling intangibles like insurance and safety products and any other situation that requires them to adopt our paradigm as their own. It is quite an undertaking, but can be successfully completed only if we pay particular attention to learning what makes them tick. It is also important to be genuine, not self-serving, as any perception on their part that we are conning them will eliminate any opportunity we may have to interact with them and achieve our objective. We only win when they win.

Offering more than just flattery, learning your prospect’s particular vocabulary will instantly put you in sync with them conversationally. Every clique, profession and industry has buzz-words unique to their circle. I might innocently say to one of my adult friends “let’s hook up this weekend.” That simple expression means something totally different to my teenage son! We need to pay attention.

Observations of body language and verbal patterns will also furnish a great deal of information about an individual. Even casual observations yield a great many facts. The field of Neural Linguistic Programming (NLP) goes into far greater depth in this area, offering an interesting and enlightening education for those wanting to learn more. Accents, talking speed and various mannerisms all give additional clues as to the personality and geographical origins of people. These may serve as wonderful conversation-starters.

The bottom line is that if our intent is to effectively deal with people, we must first realize that everyone is distinctly different, then respect those differences. If we are genuinely interested in others and seek to understand and know them better, we have a much better chance of achieving our goals because we need their help to succeed.

If we truly understand the needs of our prospects and seek to help them achieve their goals, we will likely gain their trust and assistance in achieving ours as well.

Daniel Sitter, author of both Learning For Profit, and the highly anticipated Superior Selling Skills Mastery, has garnered extensive experience in sales, training, marketing and personal development over a successful twenty-five year career.

Read his blog http://www.idea-sellers.com/

Tags: achieving our goals, body language, goals, NLP, sales, success, trust, winning trust