Smiling
and Knodding, Smiling and Knodding.
Always be prepared to deliver your presentations from Memory.
Write
down individualy on index cards each yes question and on the back of the card use it in a complete sentence. Practice them
in groups of five or ten.
Seventy Five Yes Questions are presented here as a guide. You may add or revise many
of these on your own. Practice, Practice, Practice until they are automatic.
Fifty mistakes
commonly made everyday:
1. Arriving late.
2. Arriving
too early.
3. Lighting up a cigarette, or smelling like a cigarette.
4. Bad-mouthing your Competition.
5. Lying about your skills/experience/knowledge.
6. Wearing the wrong (for their workplace!) clothes.
7. Forgetting
the name of the person you're closing.
8. Wearing a ton of perfume or aftershave.
9. Wearing sunglasses.
10. Wearing a Bluetooth earpiece.
11. Failing to research the clients customers in advance of your pitch.
12. Failing to
demonstrate enthusiasm.
13. Inquiring about their budget too soon.
14. Talking about how much they spend on promotions too soon.
15. Being unable to explain
how your listeners and market coverage become their customers.
16. Failing to make a strong
case for why you are the best station for their market.
17. Forgetting to bring a copy of your
media kit or colateral sales information.
18. Failing to remember what you pitched when they
say yes.
19. Asking too many questions.
20. Asking no questions
at all.
21. Being unprepared to answer the standard "no ratings" questions.
22. Failing to listen carefully to what the customer is saying.
23.
Talking more than half the time.
24. Interrupting your customer.
25. Neglecting to match the communication style of your customer.
26. Yawning.
27. Slouching.
28. Bringing along a friend, or your relatives.
29. Chewing gum, tobacco, your pen, your hair.
30. Laughing, giggling, whistling,
humming, lip-smacking.
31. Saying "you know," "like," "I guess,"
and "um."
32. Name-dropping or bragging or sounding like a know-it-all.
33. Asking to use the bathroom.
34. Being falsely or exaggeratedly modest.
35. Shaking hands too weakly, or too firmly.
36. Failing to make eye
contact (or making continuous eye contact).
37. Taking a seat before your customer does.
38. Becoming angry or defensive in front of the client.
39. Complaining
that you were kept waiting.
40. Complaining about anything!
41.
Speaking rudely to the receptionist or gate keeper.
42. Letting your nervousness show.
43. Overexplaining why you need an answer.
44. Being too familiar
and jokey.
45. Sounding desperate.
46. Checking the time.
47. Oversharing.
48. Sounding rehearsed.
49. Leaving your cell phone on.
50. Failing to ask for the sale.
