Sales people are notorious for speaking
too quickly and this habit can cost them money in lost sales. Here are 6
critical times sales people should slow down
1.
When opening
a telephone call with a new prospect. Most people are not fully engaged when
they initially answer a call so slow down until you have their full attention.
2.
When you
begin your sales presentation. When you slow down before a presentation it
gives you the opportunity to collect your thoughts and to think about the key
points you need and want to make.
3.
Before you
respond to a question. Instead of blurting out a quick answer, take a few
moments and carefully think about your response. This will help you build
credibility and gain your prospect's respect.
4.
When
responding to an objection. Objections are not necessarily negative and slowing
down before you respond can help you position your solution more effectively.
5.
When you're
rushed. I realize that this sounds contradictory but here's the rationale. When
you are feeling rushed, you are more apt to make a mistake. So, in these
situations, make a concerted effort to slow down, check your work and prevent a
mistake from occurring.
6.
When you
don't know the answer to a question. Many sales people feel obligated to
respond to questions even when they don't know the answer. Instead of falling
prey to this fatal mistake slow down and tell your prospect that you don't have
an answer and that you will get it for them.
Speed isn't everything especially in
sales. You can stand out from many of your competitors by slowing down at
opportune times. Great sales people know that slowing down at the right time
can improve their sales results. Determine which of the suggestions in this
article most apply to you and begin integrating them into your sales approach
