The Know-It-All Trap

      You've been working in your industry for several years and you know your stuff. Your responses to requests from customers are fast and accurate. The bad news is that your extensive knowledge may also be one of your greatest weaknesses. You may be inadvertently coming across as arrogant.
     Your recommendations are so quick that others feel like you haven't been listening to their needs. The good news is that there's an easy way to prevent this misconception. 

     When talking with potential customers, begin by mentioning the homework you've done on their company. This is a great opportunity to let them know that you are truly interested.

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TOP SHELF TIP NO. 172

"What you see depends on what you're looking for."

Anonymous

A Good Listener

     As an experienced professional, you may be a great listener, but are you perceived as such?  Being regarded as a poor listener is a surefire way to kill a sale.         Repeat your understanding of your customer's needs with the phrase "Let me make sure I've got this straight."

Ask Permission to Present

     You've probably heard the expression that people don't like to be sold-to, but they love to buy. That means that before you present the benefits of your products or services, remember to ask for permission.

Open To The Sale

     Now you can start your sales conversation -- show your interest in the prospect's business, confirm your understanding of their needs and ask permission to present ideas. 

     Once the other person agrees, they'll feel less like they are being forced, and more like they are being helped.

    Source: Jeff Mowatt is a business strategist, international speaker and the author of Becoming a Service Icon in 90 Minutes a Month.