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Pat Bryson, Bryson Broadcasting International
We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, email Pat Bryson.
Click to visit Pat's website.
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People don't always say what they mean. In fact, most people make a habit of not saying what they mean. As salespeople, we have to learn to interpret their language and to decipher the real meaning of their words.
We do this by becoming GREAT listeners. We do this by making a study of some commonly used phrases and understanding their underlying meanings. Here are some I bet you've heard (and used) often:
What they said:
• But
• However
What they really mean:
• They are erasing what they just said with what they are about to say.
What they said:
• I don't want to offend you.
• I don't want to intrude
• I don't want to say your price is too high.
What they really mean:
• Yes, you do.
What they said:
• I'm not as smart as you...
• You know more about this than I do.
What they really mean:
• They are trying to appear ignorant when they already know the answer.
What they said:
• Oh, by the way
• As you are aware....
What they really mean:
• These are prefix statements for something important.
What they said:
• Honestly
• Really
• Frankly
What they really mean:
• They are making more of the following statement than it really is.
What they said:
• I'll try.
• I'll give it my best shot.
• We'll see what we can do.
What they really mean:
• I don't REALLY mean it.
To understand where our client is in the sales process, we must carefully listen to what he says. We must search for the underlying meanings of the words we hear.
The path of understanding leads us to greater sales success.
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