Technique #76
The Business Card Dossier
Right after you’ve talked to someone at a party, take
out your pen. On the back of his or her business card
write notes to remind you of the conversation: his
favorite restaurant, sport, movie, or drink; whom she
admires, where she grew up, a high school honor; or
maybe a joke he told.
In your next communication, toss off a reference to
the favorite restaurant, sport, movie, drink, hometown,
high school honor. Or reprieve the laugh over the great
joke.
08 (265-292) part eight 8/14/03 9:19 AM Page 286
with the person who refers to other than their usual well-known
accomplishments.
Politicians are constantly selling themselves. (If you’ve ever
wondered why America is called “The Land of Promise,” just keep
your ears open in election year.) But, of course, to know what to
promise people, politicians use the next super sales technique called
“Eyeball Selling.”
How to Amaze Them with What You Remember About Them
287
08 (265-292) part eight 8/14/03 9:19 AM Page 287
The percentage of sales that Jimmi, a good friend of mine, makes
is not to be believed. Even his sales manager doesn’t know how he
does it. But I do. Because he told me.
Jimmi says the fancy sales techniques he’s learned over the
years (Benefits Selling, Partnering, Selling to Personality Types,
Value-Added Concept, Rejection Proofing, Spin Selling) all pale
next to what he calls “Eyeball Selling.”
Eyeball Selling is not memorizing two dozen closing tech-
niques. Nor is it verbally sparring with a customer to overcome
objections. Jimmi says it’s quite simply keeping his eyes open,
watching his customer’s reactions, and adjusting his sales pitch
according to how his customer’s body moves.
While Jimmi is giving his sales pitch, he’s concentrating more
on how his customer fidgets, twitches, and squirms than on what
he’s saying. He’s scrutinizing his customer’s involuntary head move-
ments. He’s studying her hand gestures, her body rotation, her facial
expressions—even her eye fluctuations. Jimmi says when his cus-
tomer is not saying a word, even if she’s trying to give you a poker
face, she cannot not communicate. She may not say in words how
receptive she is to your pitch, but she’s clearly telling you nonethe-
less. Jimmi says knowing what turns a prospect on, what turns her
off, and what leaves her neutral from moment to moment can make
or break the sale.
288
How to Make the Sale
with Your Eyeballs
✰
77
08 (265-292) part eight 8/14/03 9:19 AM Page 288
Copyright 2003 by Leil Lowndes. Click Here for Terms of Use.
Do'stlaringiz bilan baham: |