A common disease is making its way around the business community. It has been around for a while and it strikes key business people at random and without malice. Its nasty symptoms include glassy eyes, blank stares, and the irresistible desire to yawn or fall asleep while someone is talking. Worst of all, salespeople are the main carriers of this illness.
It’s called Blank Eye Syndrome and it occurs every time a sales person delivers a dull boring sales presentation or talks about aspects of their product or service that have no relevance to their prospect’s situation. Rambling on about your company, sharing background information that is irrelevant, and discussing inappropriate solutions are the fastest ways to inflict this disease on your customers and prospects.
Fortunately, this disease can be avoided. All you need to do is ensure that every time you talk to a customer or prospect the conversation focuses on what is important to the other person. Focus on the results or impact of your solution or how your product will help the other person or their company. Reduce the possibility of spreading this disease; don’t be a carrier of Blank Eye Syndrome.
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at http://www.RobertsonTrainingGroup.com. For information on his programs contact him at 905-633-7750 or by email.
It happens all too frequently.
I had some one visit me recently to demonstrate software. The first thinh he did after the intro nicesties was open up the laptop and get right down to showing me every bell and whistle. Not one question!!
Obviously he didn't last too long.
Posted by: Peter (Sales DNA) UK | April 25, 2008 at 10:40 AM