5 TYPICAL COMMUNICATION TRAPS IN EMAILS
I am often amazed at how little sellers know about their clients… because in understanding their situation and demands lies the key to successful sales.
"Tough on the matter, soft to the people" (unfortunately) wasn't invented by me. It's one of the Harvard negotiation principles. But although it's not mine, it plays an important role in many of my seminars.
When you ask questions in sales conversations you can trip your customers up (and yourself at the same time). If you make the following three mistakes you will miss precious sales opportunities.
In conflict situations many tend to write emails to avoid a fight. Unfortunately, that is exactly the wrong way to go.
In many kinds of sports there are different grades for technique and posture. With questions it’s exactly the same. However, in this case posture means attitude - your attitude when you are asking questions. And with that you can make quite some mistakes.
If something bad happens to a customer, you are in trouble. You cannot avoid that. If you still try to get around it, it comes back to you later and it be much worse.
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.