Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Listening Cues By Tom Hopkins

Learn to listen for specific clues as to how to best present information to new potential clients. By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Gear up your visual aids or computer graphics presentation for this person. Use lots of color, charts, photos, graphs, and diagrams.

For those people who say, “I hear what you’re saying,” you’d better gear your presentation to be more of an oral report. Be sure to include plenty of descriptive word pictures.

When people ask about investment information before you cover all the benefits they’re looking for, they’re probably “bottom-line” kind of people and your dollars-and-cents information had better shine.

People who like to “get a feel for” something will need to have something to touch during your presentation.

Remember, it’s the little things that make the biggest difference!
Tom Hopkins International
7531 E. 2nd St., Scottsdale, AZ 85251
Tel: (480) 949-0786 or 800/528-0446 Fax: (480) 949-1590
TomHopkins.com – Visit our website for a great “Tip of the Day”.

Sponsor Message: How to Master the Art of Selling Anything by Tom Hopkins