Avoid Barriers to Communication
When you sit with the prospect, try to avoid barriers, like tables or desks. If
the prospect
is sitting behind a desk, ask him if you could sit together at a table
where you can more easily show him the material that you have brought with
you. I have never had a prospect refuse to get up and move if a salesperson
asked him to do so in a polite and pleasant way.
When you sit next to a prospect, always have the individual sit on your left. In
this way, when you turn the pages of your presentation material, it is easy for the
prospect to see everything you are doing. When you ask the prospect to move,
and
he agrees, he begins the process of responding to your reasonable requests.
This moves you closer to the point at which you can ask for the sale.
Selling in the Home
When you are selling in the home, there are certain special psychological
dynamics to which you must pay attention. First of all,
never make a sales
presentation in the living room. People do not make important business or family
decisions in the living room; they make them in the kitchen or at the dining room
table. These are the places where they talk about
business matters that affect
them.
Even though you are invited to sit in the living room, say instead, “Why don’t
we sit at the kitchen table, where we will be more comfortable?” Then stand.
The suggestive influence of a professional
salesperson standing up, waiting to be
led to the kitchen or dining room table, is very powerful, and almost irresistible.
Wait to Be Seated
When you get to the kitchen or dining room table, wait for them to show you
where to sit. Each person has a favorite chair at the table where they sit each day.
You must be sure that you do not seat yourself in that chair. When you sit at the
table, make sure you can maintain eye contact with both people. When you ask
questions
and explain your product, continually alternate the person you are
speaking to so that both people feel fully involved in the presentation.
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