Four Magic Words

Many salespeople fail to use four magic words that can turn the entire situation around in a sales interview. I think it is because they are concentrating so hard on their own wares and services. The concentration is going in the wrong direction. Inward instead of outward. Selfish instead of serve-ish.

Plato recommended the use of the gentle question. Ben Franklin said: “Put on the role of the humble inquirer.” I find it works wonders. Ask your customers about their problems, their needs. When you get the slightest hint of a reply, lean forward, look into their eyes, concentrate and say these four magic words…”TELL ME ABOUT IT!”

This Personal Selling Power tip was submitted by Dorothy M. Walters, CSP, author of Never Underestimate the Selling Power of a Woman and President and Royal Publishing Co., Glendora, California.