In part 1, it was suggested that it is good for project managers to learn persuasion techniques used in sales. It was discussed how you need to sell yourself first and your products or services second. It was also suggested that using the person’s name effectively could go a long way to building rapport. Now let’s extend our [tag]sales skills[/tag] discussion a bit. Here are 3 great tips for how to communicate for results:Â
1. Say action words. Call him to action by adding action words to your sentences such as "buy now," "now," "do this," "do it," and "today." For example, "Today is the right time to invest in real estate because next year, the selling price of this property will double up."Â
2. Use words they love to use. Watch out for words or terms that your client uses. If he says, "I want a real estate worthy of investment." or "How much investment do I need for a time-share?" With these words, you will notice that your client is interested in real estate to which he can use more as an "investment" rather than a place to dwell at. Thus, you need to show him properties that you see as perfect for investment.Â
3. Match your language to his. Hi tone, his language and the cadence of his speech — take note of this. Try to mirror him through language. Mirror his reactions, laugh when he laughs, crack more jokes if he likes jokes inserted in every sentence or be the serious type if he appears that way. Do it in a way that he won’t notice. Act as naturally as you can be and always follow his lead. This is the best way to loosen up a client. By mirroring him, he feels that you can relate to his jokes and his love for a sunny conversation.
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