If the best way of communicating with prospects and existing customers was through sign language, we’d all have to learn to sign. Or if the best method of communication proved to be some kind of mutually understandable code, we’d all have to learn that code in order to say anything. Thankfully, our communication process is much more simple…or is it? A sales person has the benefit of meeting his prospect face to face, and will be able gauge his pitch according to visible response signs displayed by his prospect. An experienced salesman will instinctively know from the facial expressions and body language of his prospect, whether he’s hitting the right buttons. This is usually indicated by the prospect’s head nodding up and down combined simultaneously with a beaming smile and wide-eyed appreciation. A telesales person has much less to go on. They can only judge response to their sales pitch through the prospect’s answers to questions and the actual tone of their voice. Most telesales p...
"Can you give me some feedback on my website?" a life coach named "Kevin" asked his e-zine subscribers. "I just revised my site - -finally!" Naturally, I couldn't resist clicking over to see what Kevin had done. I knew Kevin was a thoughtful coach with a reputation for high integrity. Kevin's new site cried out for a re-makeover. He had paid a designer to get drop-down menus and a bit of flash. As a result, Kevin admitted, "I have no budget to pay a copywriter." Ouch. After skimming a few pages of the site, I emailed Kevin. " Who is your target market? What do you offer? How are you unique?" Kevin replied, "I asked for feedback. I don't have time to answer a lot of questions. And everyone tells me the site looks professional ." Okay. I can take a hint. Sure, the site looks professional. But Kevin admits he's in trouble. So far, he's gotten nothing but compliments -- no orders and no calls. What can we lear...
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