Tampa, FL--In between the five stepping stones of selling are mini-phases called transitions. Transitions are used to prepare for a smooth movement of people, actions, thoughts, and concepts from one to another. Move too quickly and the customer might fall into the rushing stream and be swept away. Move too slowly and the client might turn back and decide not to move across the stream or worse yet, find another guide. (For more about the steps in my "Brain Flow Selling" series, click here.)
Knowing when to begin the transition is a feeling that is developed with experience. A few tips to look for are:
Do this today:
1. Be aware of the customer’s body language from the moment they enter the store to the time that you engage them in conversation.
2. Be aware of the manner that you engage the client. Did you get right in to the product or service or was your first line of communication about them and their life?
3. What clues did the customer give off that it was time to move to the next step?
Terry Sisco is CEO of Exsellerate, Inc., funny-maker, uplifter, mischief maker, father. Exsellerate has revolutionized retail sales training and made it "entertrainment," given it a millennial voice, made it ridiculously easy to learn on-demand style through social media platforms, and given sales consultants a sense of community, purpose, and the tools to crush their sales. Like us at www.facebook.com/exsellrev, call us at 813-787-7355, email at firstname.lastname@example.org, and visit us at www.exsellerate.com.