Sales Techniques....Way for a Manager to Make a Request and Get Follow Through

A Five Step Process to Get Commitment and Follow Through From Someone or Make a Sale-

When you ask someone to do something, ask him to say what he will do. Make eye contact. Make sure your facing side by side with men and face to face with women.

Make sure you give a specific time frame for completion. Develop a sense of obligation in him. Engage his conscience and have him tell you how the task will go. End with verbal confirmation. For example, “So I will see you next Saturday, right?”

1) Get him to say it. Do you really mean that? Are you serious? Do I have your commitment to follow through on this?

2) Get a specific time frame. "Great." What time will you start?" When will you start?" "Any idea of how long it might take?" “When can you begin?” “What will be your first step?”

3) Develop a sense of obligation – Let him know that because of his help positive things will happen or that if he withdrawals his offer it will cause a disturbance.

4) A sense of conscious. You want to relay that you are now dependent upon him for his help. Let him know how important his help really is. Mention any consequences that you might suffer if he doesn't come through. I will be in hot water.

5) Seeing is believing - Example, A Real Estate agent showing a home says, "Where will the sofa go?”What will you do first, hook up the monitors or go through the booklet?Make sure he sees himself doing what he says.

Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://PattiWood.net. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.

Selling Techniques from Patti's Sales Presentation Workshop

The Law of Scarcity – When a person perceives that something they might want is limited in quantity he believes that the value of what he might want is greater than if it were available in abundance.

Action - Limit options.

Narrow someone's options before you present them to him. Conventional wisdom suggests that with more options a person is sure to find something that he or she likes and that will motivate him or her to take action. The opposite is actually more likely. Nobody enjoys being wrong. When you give fewer choices research shows a person will make a decision faster and be less likely to dwell on it afterward. Second guessing the choice they made. Don’t’ create the, "Did I make the right choice?" scenario. Offer no more than three options with two being the ideal. Give a person choices, but not too many. When a person is not given choices he can feel his freedom is restricted and it may cause him to back off.

Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://PattiWood.net. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.

7 Nonverbal Secrets For The Salesperson

According to Patti Wood, author of "Success Signals - Body Language in Business," 85% of the buying decision is not based on what you say, but what you do nonverbally. Patti discusses 7 nonverbal secrets in Club Solutions Magazine that will help you land more deals and close more sales. Learn the power of the "silent sell" at the link!
http://www.scribd.com/doc/34851923/Club-Solutions-7-Nonverbal-Secrets-for-the-Salesperson

Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://pattiwood.net/. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.

Men like to talk side to side, Woman perfer to talk face to face

There are unique aspects of matching and mirroring and being in sync with another person that help build rapport, but there is another nonverbal factor that concerns what I call body Windows. The central window is the window at the middle of your chest that I call the heart window. When men sit across a table a counter or desk facing another man and their heart windows are open and unprotected in can cause them to feel uncomfortable and awakens their primal fears of danger. Men feel that in that vulnerable position that must battle and in a business interaction that leads to disagreements, defensiveness, ego battles and verbal attacks. Because of this primal warring position even little boys will move their chairs and work to sit and stand side by side. In that position their heart is protected and they feel that the man beside them physically is also symbolically on their side. In fact, men feel so much safer that they will self disclose more and communicate more effectively in a side by side to side or catty corner position than from the more opposition causing male face to face position. Woman actually are wired to speak positioned face to face They are built to create and nurture relationships and from this position they can see all the body language and respond accordingly. Again, men prefer to have their hearts protected and be on the "same side" when they talk. For more information on this you can read the chapter on body windows in my book success signals www.PattiWood.net. Go to the products page to order