The eye is the most direct way of expressing the personality of a business. We can talk with her eyes, because it is an expression of our feelings silent glances and some say often longer than a conversation.

Moreover, the expressions on the eyes do not miss! A shifty eyes, a lost look, a look of contempt, to be stripped of the gaze, one mischievous look, a look of admiration, a sad-eyed, a look that kills, look in the whites of the eyes, a say, a smoldering gaze, a gaze seller …

The eyes are made to see, they are also made to be seen…

NLP (Neuro Linguistic Programming), an eye to the left or right has a meaning. Indeed, eye movements precede the verbal expression of thought. So if your partner turns his eyes on the top left, he sees something that has not been seen before (image built), if for cons, he turns his eyes on the top right, he remembers something already seen (visual memory). All this from the perspective of the observer and the assumption that the other person is right handed, left if the movements are reversed. Avoid when you get home after reading this article to give a beating your wife because she looked to his right when you asked him the question: “How did you occupied your evenings during my absence? “. Finally if it is right-handed, she may have earned it!

Similarly, the size of your pupil betrays you! Physiologically, our pupil retracts against a bright light and dilates in the dark. Now, constant light, your pupil will expand and contract depending on your emotions. A dilated pupil is a sign of openness … In some ads “press”, the pupils of the models are artificially enlarged to give them a more pleasant side. In the movie “Silence of the Lambs,” the director has injected eye drops in the eyes of the actors to give more reality to the scene of the first contact with Jody Foster and Anthony Hopkins. Anthony Hopkins was the pupil fully dilated and gives us the impression that Jody Foster will attract too close to his cell. His blue eyes are even more out large black circles of his pupils. Jody Foster, in turn, has fully retracted wards such points of pins that reflect a sense of disgust and fear about the Hannibal. The scene takes place in the basement of a prison, with a very low light, it is impossible to have naturally small pupils also!

“Each of us ignore the color of the iris of most of his friends. The eye is light: it’s eye for the ophthalmologist and the painter. “André Malraux – The voice of silence -

Finally, still on the power of a look, have fun, at a party, setting a person intensely about twenty meters you turn your back. Sooner or later (hopefully soon to you!), The person feels seen will turn to you and you will only send him a smile … and maybe more! ! !

Luzy Antoine in his book “the power of the gaze,” evokes different experiments on the effects of gaze on animals. He himself had experienced the action of the gaze of frogs … They die after 10 minutes of trial for lack of mental strength!

Professor Rahn, University of Crowell, a specialist in bacteriology, found that there was human in the eyes of radiation powerful enough to kill yeast cells active!

Or the eyes of Napoleon had such penetrating power that it was difficult to resist, and when one of his soldiers stared, it began to tremble in every limb, not fear, but of emotion.

If the eyes are “windows of the soul”, the look is a reflection of the inner light. Our eyes speak of our feelings, our desires and passions, our approval or disapproval, attraction or repulsion, or rectitude of deceit. It is difficult or impossible to conceal a look of hatred, to conceal the true character of the gaze. The eye gives life to the face he will allow direct contact between two minds. It is the agent of transmission of thought: look for a real sympathy emerges, energy and openness, it is necessary that one actually experiences these feelings. Upon making contact with the client, even before any words have been exchanged, it will create the look of the buyer that first impression, friendly or not, who will continue to influence throughout the sale.

The meeting of two people is primarily a meeting of two eyes…

It is in your eyes the prospect instinctively seeks to read, read your mind, your spirit, your desire to seduce, to listen.

So, have a frank look, set your partner in the eye and dilate your pupils thinking that you love your partner!

Take for example the commercial, which reports each day visiting a prospect, scheduled between visits client in his tour. The business is often good reason to shift his visit because of time or rather envy … because, admittedly, a new customer prospecting requires effort! Then one day, miraculously (sometimes thanks to the impulse of the head of sales), sales are finally fixed the objective of visiting the famous prospect. Envy is born! The seller will then plan the organization of his day, a detour of fifty miles, with this single aim: to conquer a new customer.

Arrived at the future customer, the business did not go, began his initial contact too many times, with a “Bonjour Madame! Alfred I Dupont Durand society … and as I pass by…. “Needless to say, “I saw the light and I came back,” the secretary of the customer has already thought! The representative, for fear of being true, will give the client a casual image opposite of reality. This is the same “I was at DOE,” implied “… Otherwise, you had no chance to see me “… Again this is a sign of nonchalance. The commercial makes believe that he believes so and so (that does not exist in this example, I remind you) is more important than the speaker, for which he would not mind (although it is precisely the opposite The commercial did express his fifty kilometers). Worse, this “so and so” is often competes with the prospect. In the same vein: “I HAD A HOLE BETWEEN TWO CUSTOMERS” implied “And I did not know what to do …” It’s nice to think about it, but it’s not a mark of consideration or a sign of organization of the business agenda, much less the reality in our example …

All these introductions, often heard, are the result of a lack of sincerity that disadvantages the commercial! The fear of being direct to the point … To say what you want. The prospect certainly would rather hear the truth: “It’s been many times that I turned my programs, and this time, I decided to fifty kilometers solely to meet you because I really want to become your new supplier … What do you think? “. But we enjoy the simple things complicated!

Similarly, the claim that we may have been, waiting in the cold and rain for several hours the chosen of his heart in front of his building does not find more to say long-awaited moment: “Oh ! What a coincidence … you here! “. It would be so much “vendor” and therefore attractive, to say what we feel … for real! What we are able to feel, to do, to tell him … An “I had your address and has spent several hours waiting in the rain this time to declare my love to you I’m madly in love! … “Give us more chance of success. Luckily, the clumsiness is sometimes paid in LOVE … Now, in the sale, we rarely have a second chance to make a good first impression.

We lie and / or we do not say out of fear of fear, culture and yet the best way to sell, seduce is to express his true feelings. Our fear of offending can only please! Those who manage to say what they feel can not always do so when it should be. Others can not express any emotion, it’s blocking. “Words” that we do not express suddenly become “evil”. We must sweep “it is not” that are the basis of our education.

Crying for a boy has long been synonymous with lack of masculinity … Then a man who cries while watching “Gone with the Wind” is likely to seduce his female entourage … The heroes of antiquity were crying though!

Blush for girls is an expression of discomfort which they gladly get rid … Then a woman who blushed at what you tell him you will agree gentlemen is very attractive …

It is not enough to live an emotion, it is not enough to identify it and we must be able to share with another human being just as we saw in an honest, clear and straightforward.

To do this, it should find that spontaneity that appeals and makes you want potential customers to buy. Tell a prospect, point blank for X reasons, we really wanted him to buy our products is in my opinion the best way to make him want … What do you think?

Between fear of offending and risk of being wrong, I chose!

Did not invent anything, I’m just the developer (during my training and I hope through my articles and my book), of good behavior that men have in them, but they use that ‘according to their mood or have just forgotten.

To you, now, relearning mean that you think or feel about caller whatsoever: spouse (an) and children employer or collaborator, customer or prospect .

•This expression comes from the vocabulary of the artillery. The word goal or mound originally meant the mound on which were placed the gun to shoot. White was the target. Depending on the distance and power of the weapon, the trajectory of the shot could be more or less tense. Pull out (you) in white meant shoot straight, according to the most direct path. Announce something out of the blue, that is, from the figurative sense, announce something straightforward, direct way.

1 – Arrive too early for an appointment:
Since our earliest age, we were taught to be “ahead” to the call! Except that it can only be a few minutes. Beyond fifteen minutes, this upset the customer. Why? The customer can, after all, leave your “visitor-seller” wait! In fact, the discomfort is due to two reasons:

- The client knows that the seller is waiting and this can cause him discomfort, a kind of psychological pressure.
- The client may not appreciate someone “foreign” observed for many minutes all that is happening in the business, especially when the waiting room does not exist or is too isolated!

2 – Arriving late for an appointment:
This is the reverse of the previous default! … And just as annoying, if not more serious … Of course, miles can be justified by laudable reasons: traffic, car breakdown, etc.. But the fact is that the client has a timed schedule risk of bad experience this delay, a sign of failure of a mutual commitment. Not a good sign for the future! If the delay is unavoidable, a phone call can prevent diluting the wrong impression!

3 – Forgetting important documents:
“Ah! I forgot the sheet that you have demonstrated, Mr. Customer, the reliability of the device … “Said the seller after searching and stirred in a blaze of leaves and piles of paper documents stored pell-mell into his briefcase! Chilling on the meaning of the forecast and the seller as to its propensity to disorder…

4 – Promise and hold:
“As soon arrived at my office, Mr. Customer, I send you by fax the quote with additional options that you just ask me … “. One day, two days, three days and still nothing! The customer telephone call made by his assistant and gets the response: “Mr. Seller, who takes care of you, is out, I will convey your message … “. The female voice is nice, but not enough to calm the irritation of Mr. Customer…

5 – Be familiar with the company personnel visiting:
Even if the seller is introduced into the company for some time, the language must maintain a distance between the vendor and internal staff of the company: receptionist, secretary, receptionist deliveries, etc.. The client may fail to live this seller’s familiarity with his staff, a sign of demagoguery and even compromises…

6 – Keep vulgar language and demagogic:
Demagogic approach: “Sorry to disturb you, Mr. Customer, your most important functions you need to capture … “. There are sellers who will not stop and apologize and flatter … They start voluntarily in a situation of inferiority, while a contract of sale is a relationship where both parties must win.
As for the vulgar language, no need to give examples! Still say this: even if the client has some vulgar language, the seller must retain the “distance” and not attempt reconciliation by using the same language trivial.

7 – Do not be generous:
“No, no, I can not give you this beautiful brochure, it is almost me more … “Or” I can not let you sample. You know, we distribute our direction poorly … “. The rule has been demonstrated: a seller “generous” causes the generosity of his client. Reciprocity is also true! A seller “stuck” that can never leave anything, nothing to offer, will cause the same reactions to her customer…

8 – Pretend not to make a decision on the spot:
“I must speak to my direction, Mr. Customer, because I can not decide alone.” This is understandable if the decision is important and is not up to you … But this “dodging” the seller must be used advisedly because it blocks the negotiations. Another constant in the business relationship reminds one more sale “tail”, the more likely to face barriers that could destroy the transaction. In addition, this action devalues your power of decision and may want your client to want to treat others deal directly with your supervisor.

9 – Do not know the company where it goes:
It is unpleasant for a client to meet a salesman who knows nothing about the business of the company. How can he claim then respond accurately to their needs? The negative image of old and seller then rises to the surface: it is the “seller of stones” that sells anything (even stones unusable …) to anyone! The converse is also true and has the best effect on the client. “In your latest ad, you put forth the speed aspects of your benefits and that’s why I really wanted to make you buy … “.

10 – Giving the impression of “snooping” in the office of his client:
Some vendors give the unpleasant feeling of “snooping” in the office where they are introduced: they look around them insistently, even trying to decipher the documents placed on the desktop. In short, they create a malaise, a “suspicion” that could break a good sales talk. Beware become unconscious reflexes that some sellers of permanent alert anything that might give them valuable information for their business dealings…

11 – Do not let the client speak:
Too many sellers are anxious silence during the negotiation. So they “furnish” talking, talking and talking! Now the purchase is more important and the buyer needs to express themselves, to raise doubts, fears, ask questions, etc.. The big seller need not fear that speaking of his client. Rather, it must promote it. The strategy, if indeed she is one who is “asleep” his prospect by a flood of words is not effective. It is even detrimental to the good business relationship which is to go through in the relationship “motivations of the customer / vendor responses.”

12 – Have a bias in the appointment:
“You’ll see Mr. Dupond Dupont company? Good luck, because with him … “It’s hard after such warnings have no prejudices! And yet, the game is worth it: how many sellers without prejudice, have succeeded in areas considered difficult or customers “impossible”! No human relationship is unlike any other. A fresh look at the seller may find a different relationship with people they say “difficult”. So let prejudice to oblivion and the miracle of communication, where so many conscious and unconscious factors involved, will do the rest…

13 – Forgetting to be prescriptive:
“You have this unit standard (or service-type) M. client. If you wish, there are all these options. (The seller quotes them and describes them.) Now, you can choose the device that will allow you to … (The vendor develops his argument). This third type of aircraft, it authorizes the following uses (the seller continues its presentation). And with these options, you can then … “” I’ll think, leave me all this documentation “may be the answer to this dilemma! At strategic moments in the negotiation, the big seller needs to know to be intelligent direction through active listening.

14 – Saying negative things about his competitors, other customers, or your own business! :
Criticize its competitors: it is not fair play for a seller! He must bring his client, with a good argument, to enjoy the “most” of its supply over the competition. The client itself will draw the conclusion from this comparison. Criticize other customers: inelegant and very awkward for a seller facing a … another client! He may fear being judged in the same way.
Not very reassuring for the customer! “I told them several times to change the presentation of this product. Nothing to do … “Or” Yes, yes, I know, the person who answers the phone knows nothing of its products. ”

15 – Have a tic language or behavior:
All tic language or behavior may disrupt, sometimes seriously, a good business communication. This hampers the concentration of the customer and may even irritate the point of prematurely shorten the sales talk.
Avoid then, in language, incessant repetition, “that is, … “” I mean … “” Of course, … “” Uh … Uh … “” I think … “” … ”
In terms of behavioral tics, no need to tighten his tie at any time, to swing his foot around the clock or to run his finger around the ring-alliance…

16 – Approaching physically too close to the client:
If the customer keeps the seller to a certain physical distance, it should respect this. Useless to get closer to the customer under the pretext of giving a document or to explain a passage in the brochure … Some clients do not support, in fact, being “attacked” in an area they have defined. The big seller must know how to manage this type of interview where the buyer maintains his distance “seller-aggressor.” Every human being defines an area around him invisible personal protection and ensures the state, consciously or not, to his interlocutors. They must respect it!

17 – Getting into robot sales and stop listening to the customer:
Some vendors who sell the same product for years eventually turn into “robot sales.” The argument is cut with an automatic alarming, the seller issues ahead of the customer and the seller ends up no longer listen to the buyer! Even when it evokes new problems, the seller intends to do even more! He got on track and continues its path already mapped out! The customer sees a bored salesman, who knows everything, who met all possible cases and has nothing left to discover, not even waiting for a new client yet everything, to him, this first meeting that will decide what action the business relationship. A very special moment not to put on “autopilot” Mr. Seller!

18 – Do not say no:
Do not know how to say “no” can vitiate a business relationship drastically. Anxious not to make a sale and go home empty-handed, too many vendors give customers who always want more: rebates, additional discounts. Beyond a limit dictated by the profitability of the transaction, the seller must know how to say “no.” Result: The sale is broken? Not necessarily because the client was reassured to know that it was to the end of what he could get! (See Chapter: “Saying” NO “without losing the customer” in my book)

19 – Believing that his client is captive
This is a fatal error for the sales of so-called “routine”. One phone is “registered” customer orders gained for months or even years, renewing their products. And it is surprising not to have control! The seller realizes he has just lost a customer requested by the competition! As a rule of thumb: a client is never captive. Although it has become a friend, you can lose it because the business has its reasons that the heart does not know…

20 – To show pity for the unhappy customer:
Some vendors appear before their customers as unhappy. The leitmotif is known: everything goes wrong! The economy is not running, people have no money, businesses invest more and aliens will invade the entire national economy. Except that the misfortune is not for sale! This type of vendors does not help anxiety and order intake. Just think: in such a crisis black, you have to be unconscious to spend money! …

21 – Let go too soon gifts and other discounts:
Fearing not to make the sale, sellers are willing, at the first sneeze of the client to let go of gifts, rebates, additional discounts. Tragic mistake! It encouraged the client to continue in that register. In reality, the seller must learn to reason ‘give’. An additional discount? Yes, but only if the customer agrees to receive a device put on display. A longer warranty period? Yes, but if the customer agrees to receive a product in stock and which is not quite the options chosen by him. Choose the “Yes …?”To” Yes, “(see Chapter:” Saying “YES” without losing money “in my book)

22 – Do not be credible in the use of accelerators for sale:
“You’re lucky, Mr. Customer, this is the last device of this type that I have … “Or” Our prices will go up soon, I think even next week. If you decide today, Mr. Customer, I could maintain the current prices. “Or” A client has taken an option on this product, but did not confirm … If you sign now, I’ll let Mr. Customer “. Too many sellers discredit these accelerators using sales that do not correspond to reality! And if that’s true? Well, the vendor may be used, but these arguments will then have a sincerity that will pass very well in communication.

23 – Being too technical to present and forget the “advantages” of the offer:
Many sellers protect themselves behind an arcane technical language for the client. The problem affects many areas. Even when the sale is for a business owner, the seller must not only “technical”. It also needs to flatter the “advantages” of the human and psychological job. To say that a water pump has such power is good. Add that it is able to empty a swimming pool by 2:30 m3 X is better and is much better! To say that such training is effective in English is good. But noted that in three months, at 2 hours a day, you will master the language and that we can visit the country without an interpreter is better! ( Cf fact sheet on the arguments )

24 – Do not really know the product or service offered:
It would, in fact, the opposite of the previous default. Customer: “Is this device must accept such a product?”The seller” Oh, I think so … “The customer or” Is this insurance covers any accidents suffered by children? “The salesman:” Ah! I think the contract is the provision of … “These are unsettling answers to the customer and demonstrate that the seller is not familiar with its offer!

25 – To be complex when a company is not known or newly created:
All vendors can not be backed by the finest forty listed companies! Caricatures just our purpose: it is as if a seller was on its success in presenting to clients, a photograph with this comment: “Here is our company throughout the building belongs to us … “. Reassuring for the customer? Perhaps, but what matters above all the purchaser, the offer itself! This can be very interesting even (perhaps especially) if the company is not known.

26 – Vexing the client:
“You can not tell me, Mr. Customer, you can not decide now and you need the agreement of the sales manager … “Or, more perfidious,” You know, Mr. Customer, with the computer program, you will have a modern management of your stock. You see, today we no longer runs a business like yesterday … “ This is useless and negative comments. The contract is likely never to be signed!

27 – Do not revive its prospects and customers:
After the sales meeting, it should not be separated without setting a future date. “I suggest you arrange a new appointment with the objective … “The wait is a mortal danger to the sale: how many sellers, after their proposals have expected the answer to their prospects, in vain. And when they decide to wake up, they are told that the order was placed to a business … competitor! A raise earlier would have allowed the seller to feel the wind and possibly counteract the evil competitor.

29 – The wrong decision maker:
In large structures, it is not always easy to identify the real decision-maker for the type of offer made by the seller. Between organizational official and unofficial, consistent with real power held by the interested parties, the seller should not be mistaken as an interlocutor. They are not rare vendors that have been walked for weeks with no real power contacts inside the company. And these commercial grieved discover “one day” that the contract was awarded to another company by the real decision maker!

30 – Take out the order form at the wrong time:
The moment one leaves the order is crucial. The time is so delicate and feared by the sellers that they sometimes find a real complex order. Put at ease in their presentation and demonstration, this is tentative as soon as we approach the moment of truth: the signing of the sales contract.

According to the magazine “Parents”, a child between 3 and 5 years would average 437 questions a day. These dear little ones, in fact, want to know everything, understand everything about everything. The child is naturally curious about everything around him since he has everything to discover and learn about our universe. His curiosity demonstrates its vitality and to his awakening to life. This curiosity is limitless or taboo.

Some of their questions put us in trouble, “Why the lady she is sad?”… There are no intrusive questions, what are the answers that can possibly be. We instill in them then, alas, that curiosity killed the cat. It is perhaps in some cases some adults, but the child who wants an explanation for everything, it’s more a quality or attention to a world and a desire to know. An attitude of openness to other value-free we would do well to reclaim. In everyday life, curiosity is a permanent awakening. It allows us to break our habits of inertia of a life good or bad row. This is also a form of courage to dare to leave the known and to advance towards what is to be discovered. It is true that curiosity has a certain amount of risk. Starting with the fact of having to challenge by discovering other knowledge other opinions and other certainties. Curiosity is a fulcrum, a key driver of motivation. The strong trade has understood this and is curious! It also may be you.

Another issue of child well as classic: “Why is the sky blue? “Should make us aware that, we do not know much. We know maybe it’s because the sun shines on the air we breathe. In the air, there are nitrogen, oxygen and other gases in smaller quantities. That nitrogen is blue! But are we able to answer the question: “why nitrogen is blue?”… We often end up an answer that is not a” that’s how! “. Respond as we do not know. But our instinct of domination, no doubt, perhaps our complacency, we admit difficulty, we will not seek to know more, we have lost the habit of asking questions. We focus more on ourselves to those around us and when we open our mouths, it’s more to talk about us, our company, our products and we think that for us … interest in our client!

According to Practical Publishing SA, a business would, on average, only 7 questions interview of sale. If doubling this figure, the statistics prove that it would increase, while its sales by 18%. Without verifying the methodology of this study, the result confirms the idea on the effectiveness and the need to be more curious by asking more questions during a sales meeting.

In addition to increasing the number of questions, the business must also question the relevance of his questions. What questions are they? Without going into detail about the variety of names (direct or indirect, directed or generalized, mirrors or suggestive of control or recovery, interro-negative or …), it is common to distinguish two types of questions: open questions and closed questions.

Open questions usually begin with “how, who, what, what, how, where, when, why …” and thus allow openness to dialogue. Closed questions (“did you do it there …”) lead to a “yes” or “no.” I will not dwell on too many closed questions teleprospectrices, vendors and trainers … that aim, I think, to obtain by force a confirmation of their thoughts or desires rather than trying to share (see handout: ” speak the truth to better sell … ” ). I am indeed convinced that only the open-ended questions to be used in a commercial maintenance. From the introduction through the discovery, the proposal, the argument to reach the conclusion, all stages of the sale require, in my opinion, no matter closed. Now an open question can be closed by the context. If we ask “where do you live?”The answer is predictable, one possibility: a name. It is the questioning of the officer who, in spite of so-called open questions is very disagreeable to the complainant. It is the same for the customer of that business which prepares questions in advance!

So how do you ask real questions open that lead from one to whom they are intended, an explanation or an emotion (see handout: “Emotional intelligence in the sale”)?

Pascal wrote: “It is better persuaded by reasons we have found ourselves than by those that came from the minds of others.” In trade, in fact, only the client knows the right reasons it will buy the product or service we want to sell. The role of business is to discover them.

Many selling methods emphasize the discovery phase. This step is crucial for its proposal to build an argument and focused. Knowing the business, the company, its people, its products, its budget all this information is necessary. For this, the business must question his client.

Now, this step “rational” is not enough to win the support of the customer. In the fact sheet “Emotional Intelligence in the sale” , I told you about this study in the industrial field. She says that purchasing decisions are made at 71% on subjective criteria (emotional) and 29% only on objective criteria (rational). It is therefore important, beyond the facts, to understand what the motivations of our client are. The only one who has the answer to our sales target is our partner. Indeed, only the client knows the real reason for its purchase and knows what he wants to hear. So why not ask? And as soon as possible…

While some business do not ask him and wipe, so many failures … the other facing the nth appointment. This is indeed the case that the seller after a multitude of maintenance unsuccessful, run out of argument, not knowing what to do, is finally going to rely on his client. And there is the spark, the client gives it instructions!

Maieutics, dear Socrates, is the source of that spark. Socrates claimed, wherever we would listen, he knew nothing. He had the art to deliver the spirits to discover to his interlocutors the truths they were in them. The strength of his method was to behave in a humble, modest and tolerant … and to ask or good (s) question (s).

Ask the right question that sells, it means do all kinds of questions that will allow our client to give his solution, it is necessarily the best. Here are some examples:
“How do you do to work with you? ”
“How do I do to make you want? ”
“What should I do, say, proposes to achieve my goal? ”
“How do I take with you? ”
“What are the conditions that I must respect that you might want to buy? ”
“What would you think that I leave with a purchase order? ”

These questions will give us the specifications of the customer. Now, how about the value of these open questions without mentioning the virtues of listening? It is useless to ask if it is not very attentive to the answers. The order of the specifications is very important because it is descending. It should take the client’s responses in chronological order, because it is his brain that was classified. The customer will be more receptive.

Example: If the customer replies, “Good prices, short delivery times and that you respect them but most important is the quality of your products … “. Most important to the client, contrary to what he expresses with the words, it is not the quality of your products but your price! In the first idea, response, client’s response that is most emotionally charged.

Finally, if you the customer reply, “you are the seller …” do not fall into the trap. Remember to tell your client that it is the only one to know the precise answer. Think of Socrates!

Expressing emotions in the sale, how to say what we think and what we feel to our client (see handout: “Speaking truth to better sell …” ) is only useful if we ask our client what we have said and / or to feel … At the time of initial contact when the commercial announces bluntly and frankly his desire to buy its products or services, it must ask the customer’s view, even its emotion. It is this view that is born of communication and that emotion, the relationship “emotional” factor in the sales interview.

The seller who tries to convince at all costs, to impose its ideas and arguments have no customer focus, I think, not understood the fabulous art of Sale. The action to “convince” is in my opinion, the combination of two words. The first corresponds to the image that some vendors have the customer … The second, to report very strong warrior that these vendors use to achieve their goals!

The role of trade which goes to meet its customers is to envy! All truth is safe to say (unlike some saying) if you know how to express it (not as a universal truth but as its own truth) and especially want to know how our customer perceives it (rather than trying to impose). To express emotions with conviction, I advocated during my training, the following expressions: I feel … I want to tell you (or do) … I need you to … I feel that …, I suspect that …, I have the feeling that…
I always ask my participants to express their feeling by insisting that they must first feel that feeling before you express it. The expertise is nothing without know be this requires a real learning!

The sale is an exchange, a communication between two people who each have goals and emotions. The buyer in fact also the objectives, criteria for purchasing and emotions that you must know. A study in the industrial states that purchasing decisions are made at 71% on subjective criteria (emotional) and 29% only on objective criteria (rational). It is therefore important, beyond the facts to understand what the motivations of our client are. The only one who has the answer to our sales target is our partner. Indeed, only the client knows the real reason for its purchase and knows what he wants to hear. Always remember that the man with whom you are discussing is better informed than you, he just wanted less!

Now, what do you do when you want to share an opinion to a third party? What do you want or need when you express an emotion to your spouse (s)? Its opinion, his views, what he or she thinks? Examples of privacy abound: “I found this film great, and you? “” I’m happy! “” I am upset … “” I love you! (You too?) “…

In sales, get the “feeling” with his client, after each point, each event is not only its opinion in his head, too, know what he feels in his “heart” when you have succeeded in expressing a strong emotion (which you asked for effort!).

There are indeed two “registers” the intellect and the emotional, cognitive thinking and emotional intelligence. These two very different parts of the brain are interconnected to the extent to which an interaction between emotion and thought. Without emotions, feelings or affect, the mind would operate as a single computer. Recent work on emotional intelligence, both in neurology in psychology, demonstrate the importance of Emotional Quotient (EQ) from the Intelligence Quotient (IQ) . The QE explain differences in performance between the commercial. If the IQ in an individual is stabilized by the end of adolescence, the ANC, meanwhile, can grow at any age, provided to work on his ability to express emotions and read those of others. More and more large companies are aware of the issue in terms of productivity and therefore profitability; rely on training to increase capacity of their emotional sales teams. To make the most of her emotional resources and address the emotional reactions of clients, my training courses are based primarily on role-playing to regain behavioral constants. These simple and practical tools of listening and speaking are effective immediately in everyday relationships, whether professional or personal. It is truly, their implementations in real situations during the recess, allowing my participants to progress.

Also, to develop your emotional skills, and only practice can help, here are two sets of questions to determine the “feel” of your client:

- To know what he thinks (to ask about and after each one idea): “What do you think? “” Your opinion this? “” What do you think of this idea? “A gesture, a quizzical look, a silence,

- To find out what he feels and feels (to ask when you have the feeling of having made an effort to express an emotion): “It does what you want me to say this? “” How do you feel? “” How do you feel?”…

Expressing emotions and remember to get the “feeling” in his client is a real area for improvement to develop their emotional intelligence and successful sales. In the emotional life, we deliver our feelings more easily (with our spouse, brother, sister, friend … our loved ones) and are attentive to their emotions. Be with our customers that we are with our friends, sincere and attentive!

Commit to becoming a true professional

You want to become or be perceived as a true professional, your concern No. 1 must be the satisfaction of your partner or mutual satisfaction. Do not show them that your profession must be paid properly. This is not that they are waiting for you

Become a true professional and be seen to be primarily a question of will and commitment. The basic question is simple: what does it cost me not to be perceived as a professional and what I should do to be perceived as a true professional? It’s up to you to consider imaging towards your professional training. If you decide to become a professional and enjoy the same benefits as those who are considered professionals, first understand that this is not an exercise banal and prepare your soul and your body definitely leaves a mark professionally. As highlighted Diane YAO, public relations experts, “Do not become professional who wants and decides when to enter the circle of professionals, it is essential to know what a commitment and be prepared to meet any challenge associated with this radical choice but always pays.”

Understand it well. “A valiant heart, nothing is impossible,” the commitment is the No. 1 variable to become a true professional. You will need to show a significant and concentration in the discharge of your duties. Usually when you can not focus on the issues, it gives the impression of being unable to achieve because, being evasive or distracted. The professional head on his shoulders, he is on it while staying open and not to be confused in the tasks. He worked selflessly without any time to become unsociable. He knows how to be empathetic and sympathetic without ever losing sight of its goals. You will need to carefully plan in effect.

Define its strategy

Pure strategy develop your professional training answers the question “How?”In this case, this is for you to put in place a clear and unambiguous to achieve our goal of becoming professionally impeccable. Describe in detail how it is intended to go about achieving positive to have the professional image to which we aspire.

You must have a clear idea of how you will do for now generate a positive professional image. Start by assessing your ability to auto generates a positive professional image. Diane YAO suggests that those who know that no one has ever taken seriously, “radically change the way they work and demonstrate their commitment to quality. If no one has ever seen in this field, people will be surprised by your new resolution. You can decide to use your results to show that you deserve consideration and we must now consider you other than the image we present to you. “Also for the “how” you can decide to project a positive professional image by showing your commitment to punctuality, improving your language, taking care of your public speaking. Diana YAO suggests choices to make starting “by assessing what is your weakness then move into professionalism that you will do once on board”

Care for his appearance

In general, there you are what you think, what you dream to be and what people think of you. The goal is to get the desired image. The coat even though it does not make the man, is still the sign outside to recognize it. “In terms of image that does not mean that you really are that matters but what you are able to perceive. If you find that your look betrays the whole story about you, work to heal. Because in a professional context, it was never a second chance to make a first impression and that first impression when not working, it can cost you a professional relationship. “Pay attention to your appearance.

I received one day a Director and his collaborator, the employee was more presentable than the Director, what happened is that without knowing it, I took the assistant to the Director. It’s funny! The Director did not take the trouble to promote taking care of his appearance. And business, it pays fast and too expensive!

Adopt and sign the appropriate vocabulary

“We can not communicate” Palo Alto. All elements of our body communicate, regardless of our formal words. Gestures should go in line with the three preceding. How you look in the eyes of your audience? Your first instinct when you sit, your approach? Everything counts and is expressive. If you want to become a true professional, choose the sign (soon our article on body language of business). Everything depends on the standards of vocational training in your area. Teammates of a football team can tap on the shoulder and belly. It’s very nice. But in a business, watch your friendly gestures to not show a familiarity of place.

Your reactions and your verbal expression? “It would be nice tend to say to a partner” We are together “, but” it works “, seems more suited to the business. The risk is constant. How to quickly change the language just after a friendly match when going to the professional. “You are quick to say” Yah no dra! , “Warns Diane YAO but in everything, make sure that you get to a discourse that is consistent with the middle of the business. Above all, avoid being too familiar and too remote, too.

Its promises, love the quality

Keep your commitments, exceed the quality standards, establish a new standard of quality, go beyond the expectations and you will be regarded as a true professional. Here the game is even easier and the rule is within the reach of all “the sense of commitment.” In an environment where everyone is an expert in everything, you must differentiate yourself by your taste for quality acute, a sense of organization to meet your deadlines and sufficient advance not to put your partner a fait accompli “We advise Diane YAO.

A professional who does not keep its commitments, is not credible. It is not reliable so we can not trust him. If you have any doubts, do not make promises that could cost you. Endeavor also still prefer the original to the copy. As professionals, we must pay particular attention to quality, which is the measure of our credibility. Quality on time, method, organization, language, management promises, this is the true mark of professionalism.

Satisfied and then win

A professional who does not keep its commitments, is not credible. It is not reliable so we can not trust him. If you have any doubts, do not make promises that could cost you. This is one of the Con indispensable vocational training.

The professional working first then he tries to win. Vendors want to know illusion every time, how much they pocket before identifying technical work to do. “When I in front of me I call a consultant for technical advice, I first check if it is a true professional, or if it’s a collector gain. I always start with the same phrase “How much you want to win? “And when I hear answers like” it depends on the work to be done, “” we are at 275,000 F CFA / day, you know it’s an intellectual, “I understand that I am not dealing with a professional. The professional will tell you “We’ll come back, it’s not the most important, what is the first work to be done? , “Says one director of communications agency.

You want to become or be perceived as a true professional, your concern No. 1 must be the satisfaction of your partner or mutual satisfaction. Do not show them that your profession must be paid properly. This is not that they are waiting for you. Use the high quality of your approach and your work to show them you deserve their trust and to pay all costs. It always reminds the professional. But ordinary people have short-term contracts.

Since the professionalism and positive pay a professional image, you will need to make your diagnosis. What professional image do I release and how can I improve it? Follow the steps described below, it will certainly be a good start!

Do your homework

Before meeting the client, do some research to find as much information as possible about his business? Read appropriate journals, find articles about their product or industry journals in the library, read the Wall Street Journal. Find out who are the competitors of your client the changes affecting their business and what its main concerns are. Remember that you will get the information and insights about the most important commercial concerns of your customer by contacting him directly.

Open your mind, not your sample case

Do not attend a meeting of customers with a preconceived idea of what you are going to sell and how you sell it. You will sell more in the long run by finding what aspects of the transaction that matter most to your customer. For example, even if you and your competitors selling the same widget at the same price, your customer can pay more attention to payment terms, another may be concerned about the reliability of shipments while another will care only guarantees product. If you enter and open your widget case before they have found this information, you will have missed an opportunity to differentiate yourself from your competitors.

Listen carefully

When you make a sales call, your goal is to gather as much information as you communicate. This means that you must ask questions and keep quiet while your client has responded. Do not start to offer objections before your prospect has finished speaking. Plus your customers talk, the better you will understand what is important to them. Once you understand this you can ensure that your presentation addresses their concerns – and then get their business.

Ask questions that lead to a dialogue

Avoid asking closed questions that will lead to answers “yes” or “no”. Such questions usually begin with words such as “Do,” “Do not you think,” “Have you”. Instead, try to ask questions that begin with “what” “when” “where” “how” “tell me” and “why” because they almost force the person to develop. You will get answers that are used to start conversations. For example, “Do you have any problems with vendors?” will not bring you as much as “Tell me about the improvements you expect from your vendors.” Your goal is to encourage the prospective client to talk about their problems and concerns so you can determine how your company can solve.

Attention to issues that will end the discussion

Instead, ask questions that solicit key information. If you ask a client “Can I offer you a proposal on this project?” You will receive a reply with “yes” or “no” and that’s it. But if you start the process by saying “Tell me the criteria you are looking for in a proposal …” you will get important information rather than complete the discussion.

Survey your customers and potential customers

Use written questionnaires or telephone surveys to obtain more information about your customers and potential customers. Solicit feedback from current customers about their level of satisfaction with your product or service. Or you could develop a survey that will inform the business needs of your potential customers. When a customer or potential customer takes the time to answer a questionnaire, you not only have been answered. The mere fact that he made little effort shows you their level of interest in your product or service. You now have a potential client that you can follow.

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conference website:Innovative e-Marketing 2012

In organizations spend 90% of the time information and a 10% testing. Any method / process / technology improvements in the collection of data will affect more time for analysis and decision making.

With in a Catalog obtaining information from the sale is recorded only once when ordering a commercial agent, and this information can be inserted directly into applications management company, thereby reducing the chances of error and shorten time data collection (it is still common to find companies where sales agents spend their order by fax or mail someone in the office and enters them in the management of the company), it has a high cost in time and resources can be optimized