How to close your leads a must read
Ok, you now have your hard earned leads that you have worked tirelessly to generate. You must now close them.
This actually takes a degree of skill, you see you need to understand the type of prospect that you are working with. Read on.
Communication Styles
Expressive - Big picture /has a busy body language, they are self confident and have strong self belief. Motivated by; ego and recognition. Who/When
Amiable - Smiling and nodding, open and friendly style. Softer gestures and tone. They avoid conflict. They tend to be people and team focused. Motivated by; harmony. Who/HOW
Driver - Assertive, results focused, stern facial expressions, deliberate and strong body language, time sensitive. Motivated by; Achievement. What/When
Analytical - Process focused, data driven, focused on the details, minimal body language,. Motivated by; Correctness. Why/How
Adapting your style
Expressive - Don't get stuck in the details, message is big picture. Direct to the point, open body language. They need top line information, lot's of energy with pretty visuals
Amiable - You have to tell the story, build rapport to get the connection. Integrate the theme of the team, ask for feedback, smile with eye contact. Make sure you lead to evoke an emotional response. Soften the message. Use I feel statements and we language.
Driver - Establish urgency, get to the point and lead with results. Don't be fake and have a strong body language posture. Use fast tone and have a call to action. Include mile stones execution and results.
Analytical - Lead with process and data, have visual support and use spreadsheets. You must present the facts, how it's going to be done. Seek permission to move along. Mirror body language, have a measured delivery and be clear and concise, No tangents.
To summarise,
If you know the type of lead that you have and are able to relate to them quickly you will be in the drivers seat to convert your hard to get leads at a greater rate and build your and there business much faster.
Thank Mark
Ps My business is really starting to gain some traction with some online and off line activities ramping up. I am about to do a major face book campaign in Australia the first of its kind for that country.. life is all about timing..
http://earningwithwine.com/Winepromotions
