| Here is our 4th article on Closing Sales and | | | | speaking to someone who is fast, she will think |
| Becoming an All-Star Sales Person. This one is | | | | that you're too slow, not that bright. So this tells |
| about the non-verbal aspects of making an | | | | us that there's no one right way to talk to people. |
| approach. | | | | Talk to them their way for best results. The |
| The non-verbal approach to prospects is about | | | | same holds true with the other non-verbal qualities |
| additional tools that help you build rapport | | | | of volume, tone of voice and attitude. |
| irrespective of the language or words that you | | | | The second part of match and guide is obviously |
| use. What you say is verbal, how you say it is | | | | guide. You want to guide your prospects' rate of |
| non-verbal. Your appearance and body language | | | | speech, volume, tone of voice and attitude. Here's |
| are both non-verbal. Interestingly, what you say | | | | why. Let's say you've matched your prospects so |
| accounts for a 20% of the communication that | | | | he feels more comfortable with you, that's good! |
| your client or prospect receives. The other 80% | | | | But what if he is an exceptionally fast talker? You |
| is all non-verbal. | | | | can't make any impact when you're speaking |
| Non-verbal Match and Guide is the cornerstone of | | | | very fast. So you want to slow down to make |
| my own philosophy of selling. Match your | | | | your point, that's where guiding comes in. On the |
| prospects, rate of speech, volume, tone of voice | | | | other hand, if he's a very slow speaker and |
| and attitude. You always begin by speaking at the | | | | you're matching him, there can't be any |
| same rate of speech, volume, tone of voice and | | | | enthusiasm, so you need to speed up a little bit |
| attitude of your client or prospect. This makes | | | | and get excited. The same is true with how loudly |
| him comfortable that you are like he is. You want | | | | or softly you speak, tone of voice and attitude. |
| to especially avoid speaking too fast. For example, | | | | Match and guide your way to better rapport! |
| suppose you were speaking fast to a slower | | | | What you've just done is enhanced your |
| talking person and you're a fast talker, what will | | | | approach. You are building your rapport level and |
| he think of you? Right, you're a fast talking | | | | you're understanding the importance of one of |
| salesman and you know, you can't trust someone | | | | my key principles, match and guide. More about |
| like that, can you? | | | | that later. |
| On the other hand, if you're a slow talker | | | | |