The Interview

The InterviewThe woman is interviewing for a new position within her company.

  1. How does she feel about the man?
  2. How does he feel about her?
  3. What can be done to change the situation?

 Answers

  1. Joe Navarro (What Every Body Is Saying), ex-FBI agent and body language expert, says the most honest indicators of what people are thinking are found in the positions of their feet and legs. With her knees facing the man, she’s comfortable and wants to be engaged in this conversation.
  2. By using his right knee as a barrier to block the woman, he shows doubt and discomfort. Displaying the “figure 4” leg cross, he’s also more confrontational and ready to argue. The interview is not going well.
  3. The woman should find a reason for both to stand; or do something to get him to uncross his legs. The simple change of body language changes attitudes instantly.

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Why Should I Buy From You?

manandwomanworkingThat’s the thought going through the buyer’s mind, whether you’re making the presentation or closing the deal. He’s not asking why he should buy your service or product. He can buy that from anyone. He wants to know what you bring to the table.

You could have acquired that answer on your very first interview with the prospect and saved it to clinch the deal. An effective question for me to ask the client on the first appointment is, “Why am I  here?” The customer is so surprised by the straight-forwardness of the question that he’ll blurt out why he’s unhappy with his current vendor, service, or product and then proceed to tell me exactly what he’s looking for in both me and the service.

When we get to crunch time and he asks, “Why should I buy from you?” I repeat back his own words – the answer – he gave me the first day.

Waiting for the Interview

Waiting for the InterviewThree men you’ll be interviewing are in the waiting room. You get a peek of them through your office door. The man in the center…

  1. What does his posture tell you?
  2. What’s his attitude about the pending interview?
  3. What do you do?

Answers

  1. Known as the splaying position, he is seeking to dominate the environment. He’s trying to take as much territory away from the other two men as possible.
  2. Splaying at home shows comfort and it’s okay. But on a job interview, where serious matters will be discussed, it’s a sign of indifference and disrespect.
  3. You have to let him know he can’t disrespect you. You can do it by admonishing him to sit up. But even better, when you silently approach him and invade his territory, he will. If not? Interview over.

How Your Employees Are Unselling You

Nice Reception people at DICE in Stockholm

It’s tough enough in sales to find and sell to new customers. It’s even tougher when your biggest competitor is your own company. Most employees think it’s only the salespeople who sell.

Little do they realize that they, too, are exhibiting sales skills every time they have contact with customers.

The sale starts with the gatekeeper. What’s the attitude when the phone is answered? Do the words and attitude match? Does she mean it when she says, “How can I help?”, or does she convey, “You’re bothering me. What do you want?”

When a customer comes in with a service problem, does the service person feel he’s being imposed upon? “You’re a pain” is often the message customers receive.

Billing problem? I’ve seen hundreds of accounts lost because the billing department was indifferent, rude, or downright obnoxious.

Selling is tough. Don’t make it impossible. Quit competing against yourself.

Have I Got An Opportunity for You!

personality

You have an amazing service or product. It provides a tremendous opportunity for the customer. But they’re not buying. Why? Are they blind? Can’t they see what a great opportunity you’re presenting?

If you don’t know the four personalities, now is the time to learn: Drivers, Expressives, Analyticals, and Amiables. Of the four, only the Drivers and Expressives are looking for new, exciting opportunities. They’re willing to take risks. But they only account for 30% of the population.

The Analyticals and Amiables account for the other 70%. Opportunities don’t excite them. They’re concerned about avoiding problems. They’re more concerned about making a bad decision.

“What if I get your product home and down the road decide I don’t like it?”

“If I invest with you, what are the chances my investment will tank and I’ll lose everything?”

If you’re a Driver or Expressive salesperson, all you see are opportunities. You think your customers should be visionaries like you. They’re not. So change your tactics. Identify the personality you’re selling to and talk about what concerns them the most.

The Nordstrom salesman says, “You will be completely satisfied with any of the shoes you buy from us – or we’ll give you a 100% refund anytime. No questions asked.”

The financial consultant can tell by the number of questions you ask that you’re leery of making a move. “Let’s not gamble with your money. The best way to protect your investment is to divide it up. We’ll only put 20% into mutual funds, 50% into government bonds, and the rest into savings.”

Identify the personality you’re talking with before making your presentation. It’s a great opportunity to avoid problems.