What's Your Sales I.Q.? - #5
Mouth Cover
Situation: During your presentation, when you really feel you're on a roll and nothing can stop you now, you notice that one of the Influencers attending the meeting occasionally covers her mouth as you continue to impress the decision-maker. (Give yourself 10 points for each correct answer.)
Question 1: The reason she's covering her mouth is that she's becoming bored and wants the presentation to move along a little faster?
Question 2: Sensing this, you begin to speak a little faster which is the right thing to do?
Question 3: What should you do to stop her from covering her mouth?
Answer 1: She's not bored. She doesn't believe what you're saying and it's a metaphor that she wants to cover your mouth to stop you from talking.
Answer 2: Do not speak faster. This is a sign that you're trying to hide something. Credibility is created by speaking more slowly.
Answer 3: Stop what you're saying, look at the Influencer and make a statement something like this: "I must have said something you don't agree with. Could you tell me what I need to explain better?" Not only will you surprise her ("you can read minds?"), but she'll be pleased that you asked her opinion and will tell you where she has a problem with the presentation.
That, or she could be yawning after partying all night. You have to put everything into context.
About the Author:© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities - Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.
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