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Tough Talk

August 25, 2011 by Gloria Keith

THE POWER OF FACE-TO-FACE… every great Salesperson recognizes the need to have tough conversations with their Clients from time to time. Many Salespeople avoid confrontation like the plague! Consider being on the receiving end…Has this ever happened to you?… "They didn't even have the courtesy to tell me to my face, all I got was a voicemail telling me NO". Very annoying! That voicemail was usually the result of someone who was avoiding confrontation. Technology has made it easier to avoid confrontation by using voicemail and e-mail. Great Salespeople do not take this path. They always conduct their tough conversations face-to-face. Why?… Because of the following two facts: 

1. Great Salespeople are great Communicators 

2. Great Communicators know they are more effective face-to-face

 Here is your ACTION STEP… if ever the outcome of a conversation is in doubt (meaning unless it is a "slam dunk"), take the time to do it face-to-face. Some examples: 

1. Price reductions

2. Contract extensions

3. Cancelling the listing

4. Offer presentations

5. Reality-check conversations (especially applicable for difficult/unrealistic Clients) 

Taking the time to be face-to-face performs two benefits for you. #1. Face-to-face lets you have a conversation rather than make a speech (it allows for change of tone, body language, calmer emotions, pauses for effect, etc.). #2. It builds self-confidence …by stepping up to difficult situations face-to-face you are constantly reinforcing who you are as a business person and as a Salesperson. You will always feel better when you face your fears. Next time around, it will be even easier. NO Excuses.

Filed Under: Blog, Sales Training

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