Steve Sisler joins Will on this episode of the Salesman Podcast to share his knowledge on reading non verbal communication so we can read what our prospects are thinking and so serve them how they will want to be served.
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Reading the mind of the prospect
The show is kicked off with Steve explaining that only 7% of communication comes from the content of what we say and why salespeople get hung up on what they say, not how they say it.
“I teach people not to be professional but to be personal because we’re dealing with people” – Steve Sisler
The show is wrapped up with Steve explaining the difference between being concious about people types and your differing approaches to making sure they’re happy and just listening to your gut.
“When they trust you, you’re in, period.” – Steve Sisler
Steve and Will also cover –
- The difference between being dominant or an influencer
- How to deal with “angry” customers/people
- The 4 people types mad, glad, sad, scared
- How to tell which people type your prospect is
- If you should simply listen to your gut or proactive work out how to speak with prospects based on their people type
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Partner: ClearSlide
ClearSlide reduces sales cycle length and decreases time wasted on unqualified leads by providing you realtime analytics into how your customers interact with content.
It enables you to track when prospects open emails or views documents you’ve sent, and helps you engage with your customers.
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Guest info:
Steve is a behavioral profiler and lead Behavioral Analyst at both The Behavioral Resource Group and Jumpstarters.
His behavioral consultation involves personality difference, career strategy, leadership strategy, cultural difference, spiritual growth, relationship management, and temperament strategy. Working with clients in more than 18 nations, Steve gathers behavioral, emotional, and attitudinal information on individuals within corporate and personal settings and develops strategies for effective leadership, teamwork, and entrepreneurial success.
Show notes:
A Million Miles in a Thousand Years: What I Learned While Editing My Life
