In sales calls, be calm and composed

As salesmen we are always taught to be an active listeners. We just can not for the love of God afford to miss a single word the prospective client says. We miss a word, we miss the deal. One of the primal lessons in sales is to take it slowly but steadily. One thought at a time. In the start of our careers we are over-enthusiastic and tend to give out much more information and regard then what is mandated. The client is not your headmaster, nor is he your pupil. You talk to him at an equal level. In our curiosity we tend to give out a wannabe image of ourselves which the experienced clients latch on to and begin to dictate. Often it was the case with me that the client would talk in terse tone with me and appear very calm while talking to my senior frontline managers.

What does that calmness tell us? Of all things, the foremost things are:

1. Our seniors made the clients feel at home

2. Our seniors did not push for the deal but instead stressed on finding ways to add to the business value of the client.

3.Our seniors heard more and talked less.

4. Our seniors did not put on an accent but spoke in a neutral calm, asian accent.

5. The client was compelled top listen what our senior guy had to say and thought it nasty/clumsy to interrupt midway. Of all things may be our seniors also did not interrupt the client when he had his monologue.

6. On the face of it our seniors appeared in no mood to talk about a deal. The conversation went to such a stage where the prospective client himself/herself took precedence and asked, " what have you got to offer to me?"

It is amazing how simple things are the greatest things. An honest, simple uncomplicated and natural conversation works in sales, it almost always does.

A pushy tone shows our wannabe nature and lack of confidence.

A lot we can learn from our seniors by listening to their calls with the clients.