Follow-up

Why do sales reps make every excuse for not following up with prospects?

FHA HIGHER COST, TOUGHER STANDARDS

http://realtytimes.com/rtpages/20091207_washingtonreport.htm

Green Homes up 17%

http://www.usatoday.com/news/nation/environment/2009-12-03-green-house-energy-star-new-homes_N.htm?csp=34

Using Body Language In Sales Ingteractions

As a sales person it's not always what you say that clinches or loses the deal, but how you say it. If you say one thing and give another message with your body, people will ALWAYS believe what your body language over your words. And it gets worse, not only will they believe your body language - they will also assume that they know what it means. If your words and body language aren't congruent your buyers won't trust you; If you show that you are nervous your buyers won't trust you. If you aren't sure of yourself, they won't be sure of you. You need to be physically and mentally confident for them to have confidence in you. Where learning about your body does help is for salespeople who are sure of their product, sure it's a good deal, sure they are selling for to the right person or company but aren't sure of their own ability as a salesperson. They tend to get uneasy about closing a deal, or talking about money, and their body language shows this uneasiness and it is perceived as doubt in the sale. Your body can make it seem you are asking a question or leaving room for negotiation (or doubt): by raising your eyebrows by the tone of your voice going up at the end of your sentence by a slight shoulder shrug by turning your palms upwards as you speak by a slight holding of your breath after you finish speaking (as if waiting for a question) by a tilt of the head to one side or the other by pursing your lips You need to practice the parts of the sale that make you nervous - talking about money gets easier over time, say the amount to yourself over and over until it sounds normal. Compare it to other things until you are comfortable with the amount. Think of it as potatoes rather than currency. Whatever it takes, do it. When you exhibit any sign of nervousness or 'question' after you have mentioned money, your prospect will not trust you in the same way as if you were confident about it. Smile and delight in telling them the price - if you believe they are getting a bargain you are giving them good news, not bad. Relax when you ask them for their business it should be fun. You have a great product and you have found the right match for it. Enjoy.