10/16/2017

Speed up (or slow down)!

What now? Faster or slower? It depends which kind of customer you are talking to. The fact is, when the pace in your conversation fits, it works much better.

Sometimes driving my car is really relaxing. When I am able to cruise at the exact speed I like, without anyone pressuring me from the back or braking in front of me, it’s great. And this can even work when there is some traffic going on. If everybody tunes into the same speed life can be easy.

The exact same thing happens in a sales conversation. When an impatient client meets a seller that is able to get to the point, things go well. And also, two patient conversational partners feel good talking to each other. Only if two different temperaments hit each other can it get difficult.

Now over to you. Which speed do you prefer? Are you racing on the outside lane or do you cruise slowly? And what happens when you talk to a customer that is the exact opposite to you? The true challenge is to adapt to different types. As a good salesperson, you should be able to present information very briefly and precisely and lead the conversation with a few exact questions. On the other hand, you should listen patently when a customer takes more time to explain their thoughts.

Depending on which half of the spectrum you see yourself it’s a good idea to practice the following:

When you are more patient, practice elevator pitches - the art of presenting information or an argument in two to three brief sentences. And in addition to that, you must learn to leave information away if it’s not interesting or relevant for your client.

And when you are more of a verbal speed-freak I recommend reducing your speed by relaxation or breathing practice. Two to three minutes every day are enough for you, after a while, to be better able to adapt to more patient people. What’s more, you’ll notice when you are again racing away from them.

By the way, there are always opportunities to practice. Your friends, partner and colleagues will also be grateful when you enhance your communication skills. It will help your sales success - I promise!

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Franziska Brandt-Biesler

Franziska Brandt-Biesler hat einen Weg gefunden, Verkaufen zielsicher und leicht zu machen: Zwei Menschen prüfen, ob es sinnvoll ist Geschäfte miteinander zu machen. Punkt!

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