In order to make an effective presentation the sales person carefully observes the prospects and their whereabouts.
Alexandre Dumas, a French novelist of the 19th century, affirmed: “He who reads knows a lot, but he who observes knows still more.” For example, someone who makes a sales presentation to prospects in their office sees information about them from the items and photos on the desk, from pictures on the wall and from the furnishings of the office. Knowledge of body language also helps the sales person “read” the information showing in the prospects gestures and facial expressions. If airport screeners could read the body language of passengers at airport gates, the nation would be much more secure.
Sales persons may want discreetly to consider the advice an Arkansas father gave his 18-year old son who was leaving home to make his own way in the world: “Keep your eyes open and your mouth shut.”
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling, senior humor
