Steer issue 20 March - Page 9



6. Smile. Even if you’re on the phone. Be positive,
enthusiastic (but not like a puppy..) and optimistic.
7. Avoid using ‘I’ and sounding superior. Use words like
‘we’ and try and make it a consultative conversation
rather than a sales pitch.
9. Mimic and mirror, without being weird about it. Subtly
match their tone, language and pace of speaking to
create empathy.
10. Don’t be put off by a ‘no’. Not everyone is going to
buy. If you’re tracking your numbers you should know
how many ‘nos’ you need before you get a ‘yes’. This
will keep you motivated. Remember a ‘no’ isn’t
personal. And it is usually a ‘no for now’ so diary to
contact them again months or a year later.
Photo by thiago japyassu
8. Don’t talk badly about your competition.
The main thing to remember is – if you don’t try and ‘sell’
- you won’t. Don’t wait for replies to emails and the phone
to ring, go out and tell people about the great work that
you do! Good luck!
Nicola
Lutz
i
Nicola Lutz
hello@nofluff.biz
STEER YOUR BUSINESS 9

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