In past issues, weave stressed the dangers of monopolizing the conversation when meeting with a prospect. As you know, merchants must be given the time to voice their opinions, tell you about objections (so you can resolve them), and work through their buying decision.
So, are you still out of breath at the end of your presentation and the merchant hasn't had a chance to get a word in edgewise? Try these tips to help you close your mouth and open the door to a sale:
RELAX--You may be nervous and afraid of "the pause." Therefore, you continue to talk to avoid the awkward silence. Don't be. Let the silence sit there so both you and the prospect can process what was said. Give the merchant an opportunity to respond.
SPEAK SLOWLY--Again, you may be nervous (or just excited), and have a tendency to speak quickly. Make a conscious effort to slow your speech and speak clearly and precisely. If you run through the presentation at lightening speed, the merchant may miss some of your most important points!
CHOOSE WORDS CAREFULLY--Weíve all had the experience of speaking with someone who talks a lot but doesn't really say anything. Think about what you say before you say it. Is it necessary? Will it help with the buying decision or the relationship you're trying to nurture?
GET TO THE POINT--Do you use phrases such as, "In my opinion, it's been my experience," "Simultaneously, at the same time." Avoid redundancy and stay with the facts. Filling your speech with unnecessary words wastes your prospect's time and may insult them should they feel you are being redundant because you think they're unable to understand you.
After a little practice, you'll be comfortable with silent pauses and ready to make some noise about your closed sales!
