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This is the way to approach him after giving him fifteen to thirty seconds, which is a reasonable amount of time to settle down and look around,|This is the way to approach him after giving him fifteen to thirty seconds, which is a reasonable amount of time to settle down and look around, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02570.wav |
the salesperson approaches him.|the salesperson approaches him. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02571.wav |
Caution: If the waiting period is too long a person may feel neglected.|Caution: If the waiting period is too long a person may feel neglected. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02572.wav |
‘What is reasonable?’ comes with experience you don’t want somebody jumping at your throat the moment you walk in.Salesperson:|‘What is reasonable?’ comes with experience you don’t want somebody jumping at your throat the moment you walk in.Salesperson: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02573.wav |
‘Good Morning’ or ‘Welcome, how may I help you today?’|‘Good Morning’ or ‘Welcome, how may I help you today?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02574.wav |
Is the body language confident, upright|Is the body language confident, upright | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02576.wav |
or limp?|or limp? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02577.wav |
People want to do business where they are wanted and welcomed.|People want to do business where they are wanted and welcomed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02579.wav |
A potential customer gets a feeling that the salesperson also wants to do business with him.|A potential customer gets a feeling that the salesperson also wants to do business with him. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02580.wav |
or he needs and wants his business.|or he needs and wants his business. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02581.wav |
Four.|Four. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02583.wav |
Four. It’s good to include the word ‘today’ because we would like to do some business today.|Four. It’s good to include the word ‘today’ because we would like to do some business today. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02584.wav |
Prospect: ‘No thanks, I am just looking around.’ Salesperson: ‘I’m glad that you are, we have a large variety of furniture What kind of furniture are you looking for?’|Prospect: ‘No thanks, I am just looking around.’ Salesperson: ‘I’m glad that you are, we have a large variety of furniture What kind of furniture are ... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02585.wav |
Analysis: One. ‘I am glad that you are’ - is a reinforcing statement.|Analysis: One. ‘I am glad that you are’ - is a reinforcing statement. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02586.wav |
Two. ‘We have a large variety of furniture’ - is a positive statement that we are well prepared and equipped to serve you.|Two. ‘We have a large variety of furniture’ - is a positive statement that we are well prepared and equipped to serve you. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02587.wav |
Three. ‘What kind of furniture are you looking for?’|Three. ‘What kind of furniture are you looking for?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02588.wav |
That’s a probing question, which he cannot answer in a ‘yes’ or ‘no’ way.|That’s a probing question, which he cannot answer in a ‘yes’ or ‘no’ way. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02589.wav |
Prospect: ‘Iam not sure, probably contemporary furniture?’ Salesperson:|Prospect: ‘Iam not sure, probably contemporary furniture?’ Salesperson: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02590.wav |
‘Oh, that’s great! Contemporary furniture looks wonderful in many homes.|‘Oh, that’s great! Contemporary furniture looks wonderful in many homes. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02591.wav |
Which room were you looking for?’|Which room were you looking for?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02592.wav |
Two.|Two. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02594.wav |
‘Contemporary furniture looks wonderful in many homes’ - is a compliment (ought to be sincere).|‘Contemporary furniture looks wonderful in many homes’ - is a compliment (ought to be sincere). | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02595.wav |
Three. ‘Which room are you looking for?’ - is a probing question that cannot be answered as either ‘yes’ or ‘no’ Prospect:|Three. ‘Which room are you looking for?’ - is a probing question that cannot be answered as either ‘yes’ or ‘no’ Prospect: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02596.wav |
“The living room.’ Salesperson:|“The living room.’ Salesperson: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02597.wav |
Analysis: ‘The living room happens to be the showcase of every home.’|Analysis: ‘The living room happens to be the showcase of every home.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02599.wav |
Can he deny this statement? The most obvious answer is ‘yes’ The salesperson has got an agreement, an acceptance|Can he deny this statement? The most obvious answer is ‘yes’ The salesperson has got an agreement, an acceptance | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02600.wav |
and maybe a buy in.|and maybe a buy in. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02601.wav |
The more ‘yeses’ the salesperson gets from the prospect, at every step of the presentation,|The more ‘yeses’ the salesperson gets from the prospect, at every step of the presentation, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02602.wav |
the more difficult it will be for the prospect to say ‘no’ when the salesperson asks him for the order|the more difficult it will be for the prospect to say ‘no’ when the salesperson asks him for the order | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02603.wav |
or the close.|or the close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02604.wav |
Salesperson: ‘In order to show you the right kind of furniture could I have the size of your living room?’|Salesperson: ‘In order to show you the right kind of furniture could I have the size of your living room?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02605.wav |
Analysis: ‘In order to show you the right kind of furniture’|Analysis: ‘In order to show you the right kind of furniture’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02606.wav |
The salesperson has given the prospect a reason to ask a question.|The salesperson has given the prospect a reason to ask a question. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02607.wav |
Asking a question without giving a reason or making a positive statement might become interrogative and possibly offensive.|Asking a question without giving a reason or making a positive statement might become interrogative and possibly offensive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02608.wav |
If you analyze the conversation so far, what is the salesperson doing?|If you analyze the conversation so far, what is the salesperson doing? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02609.wav |
He is qualifying the prospect.|He is qualifying the prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02610.wav |
Till the prospect gets qualified, he is a suspect not a prospect.|Till the prospect gets qualified, he is a suspect not a prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02611.wav |
Qualifying a prospect is the responsibility of the sales professional.|Qualifying a prospect is the responsibility of the sales professional. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02612.wav |
When a salesperson finds out that the customer is not a genuine buyer, the unprofessional salesperson would ignore the person.|When a salesperson finds out that the customer is not a genuine buyer, the unprofessional salesperson would ignore the person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02613.wav |
and/or make them feel unwelcome, thus losing goodwill for themselves and_ their organization.|and/or make them feel unwelcome, thus losing goodwill for themselves and_ their organization. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02614.wav |
A good professional also values his time and doesn’t want to waste the prospect's time either,|A good professional also values his time and doesn’t want to waste the prospect's time either, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02615.wav |
but he does not ignore or leave the person or make him feel small, because to him,|but he does not ignore or leave the person or make him feel small, because to him, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02616.wav |
his and his organization’s credibility is more important.|his and his organization’s credibility is more important. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02617.wav |
than the time invested.|than the time invested. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02618.wav |
A good professional understands that the cardinal rule of service is that, when a customer walks into your store, they have earned the right to courtesy, whether they purchase or not.|A good professional understands that the cardinal rule of service is that, when a customer walks into your store, they have earned the r... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02619.wav |
Before asking every question the salesperson made a positive statement in order to ensure that the questioning does not become interrogative or offensive.|Before asking every question the salesperson made a positive statement in order to ensure that the questioning does not become interrogative or offensive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02621.wav |
Suppose he had not made a positive statement before asking a question, the conversation would have gone in the following manner.|Suppose he had not made a positive statement before asking a question, the conversation would have gone in the following manner. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02622.wav |
Imagine a scenario - a customer walks into a furniture store:|Imagine a scenario - a customer walks into a furniture store: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02623.wav |
Salesperson: ‘How may I help you today?’ Prospect: ‘I’m just looking around.’|Salesperson: ‘How may I help you today?’ Prospect: ‘I’m just looking around.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02624.wav |
Salesperson: ‘What kind of furniture are you looking for?’ Prospect: ‘I am not sure, probably contemporary furniture?’|Salesperson: ‘What kind of furniture are you looking for?’ Prospect: ‘I am not sure, probably contemporary furniture?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02625.wav |
Salesperson: ‘Which room are you looking for?’ Prospect: “The living room.’|Salesperson: ‘Which room are you looking for?’ Prospect: “The living room.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02626.wav |
Salesperson: ‘What is the size of your living room?’ If you notice in the above scenario the salesperson has just been asking questions one after the other, without making any positive statement, hence it becomes interrogative.|Salesperson: ‘What is the size of your living room?’ If you notice in the above scenario the... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02627.wav |
Of course, the tone is important.|Of course, the tone is important. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02628.wav |
Many times you may have noticed that, at a social get together, you meet someone for the first time in your life,|Many times you may have noticed that, at a social get together, you meet someone for the first time in your life, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02629.wav |
and they start asking questions in a manner which becomes offensive. For example: What's your name?|and they start asking questions in a manner which becomes offensive. For example: What's your name? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02630.wav |
Where do you live? What kind of work do you do? What's your turnover?|Where do you live? What kind of work do you do? What's your turnover? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02631.wav |
What's your income?|What's your income? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02632.wav |
As a listener, what's the first thing that comes to mind? ‘Who are you and why don’t you mind your own business?’|As a listener, what's the first thing that comes to mind? ‘Who are you and why don’t you mind your own business?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02633.wav |
What makes this offensive is that you feel as if you are being interrogated.|What makes this offensive is that you feel as if you are being interrogated. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02634.wav |
Supposing the conversation went in the following manner, it would be far more polite, courteous and open without being offensive.|Supposing the conversation went in the following manner, it would be far more polite, courteous and open without being offensive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02635.wav |
For example: One. My name is Shiv Khera, what's yours?|For example: One. My name is Shiv Khera, what's yours? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02636.wav |
He says: I am so and so. Two:|He says: I am so and so. Two: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02637.wav |
I live in New Jersey. Where do you live?|I live in New Jersey. Where do you live? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02638.wav |
I live in New York.|I live in New York. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02639.wav |
Three. I am a consultant. What business are you in? I am an engineer.|Three. I am a consultant. What business are you in? I am an engineer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02640.wav |
If you notice, in all these three questions, before asking, I made a disclosure statement.|If you notice, in all these three questions, before asking, I made a disclosure statement. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02641.wav |
Did I give any confidential information? Was there anything secret?|Did I give any confidential information? Was there anything secret? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02642.wav |
No my disclosure before the question showed openness and transparency.|No my disclosure before the question showed openness and transparency. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02643.wav |
The other person does not feel threatened as to why he is being asked questions and willingly offers information.|The other person does not feel threatened as to why he is being asked questions and willingly offers information. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02644.wav |
In conclusion, questioning is a tool and if properly used can be a great asset.|In conclusion, questioning is a tool and if properly used can be a great asset. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02645.wav |
If not, it can give a lot of heartache.|If not, it can give a lot of heartache. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02646.wav |
Hence, some important rules for questioning are:|Hence, some important rules for questioning are: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02647.wav |
One. Tone. Keep it pleasant, polite, and courteous.|One. Tone. Keep it pleasant, polite, and courteous. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02648.wav |
Too soft might show timidity. Too loud might show aggressiveness or rudeness.|Too soft might show timidity. Too loud might show aggressiveness or rudeness. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02649.wav |
A positive thing said in a negative manner has a negative meaning.|A positive thing said in a negative manner has a negative meaning. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02650.wav |
A positive thing should be said in a positive manner. Two. body language should be positive.|A positive thing should be said in a positive manner. Two. body language should be positive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02651.wav |
Three. Make it a two-way conversation rather than a Q-n-A session.|Three. Make it a two-way conversation rather than a Q-n-A session. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02652.wav |
‘In order to suggest to you the right solutions, do you mind if I ask you a few questions?’|‘In order to suggest to you the right solutions, do you mind if I ask you a few questions?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02654.wav |
The person who knows how to question tactfully,|The person who knows how to question tactfully, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02655.wav |
always leads and directs the conversation and is in control,|always leads and directs the conversation and is in control, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02656.wav |
besides gathering information and establishing credibility.|besides gathering information and establishing credibility. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02657.wav |
When a prospect asks, ‘What is the comparative advantage of buying your product over others?’ A good professional would say something to the effect (in order to bring up the advantage),|When a prospect asks, ‘What is the comparative advantage of buying your product over others?’ A good professional would say something ... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02658.wav |
‘May I ask how familiar you are with our product?’|‘May I ask how familiar you are with our product?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02659.wav |
In most cases, chances are that the prospect may not be familiar with the product.|In most cases, chances are that the prospect may not be familiar with the product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02660.wav |
In a situation like this, how can you even start answering the question|In a situation like this, how can you even start answering the question | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02661.wav |
unless you ask a question?|unless you ask a question? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02662.wav |
Every question should lead us to the next base or step in the process of selling.|Every question should lead us to the next base or step in the process of selling. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02663.wav |
If it does not, re-evaluate your question, you may need to change it.|If it does not, re-evaluate your question, you may need to change it. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02664.wav |
In case the sales professional is not clear about something, rather than saying, ‘I am unclear or confused’, one can say|In case the sales professional is not clear about something, rather than saying, ‘I am unclear or confused’, one can say | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02665.wav |
Some people become nervous when there is a silence.|Some people become nervous when there is a silence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02668.wav |
Their lack of confidence makes the silence uncomfortable.|Their lack of confidence makes the silence uncomfortable. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02669.wav |
That nervousness makes them break the silence and they jump in and break the pressure on the prospect.|That nervousness makes them break the silence and they jump in and break the pressure on the prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02670.wav |
Silence can be a very effective way of communication; especially after asking a good question|Silence can be a very effective way of communication; especially after asking a good question | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02671.wav |
it puts tremendous pressure on the prospect to reply. POWER OF LISTENING:|it puts tremendous pressure on the prospect to reply. POWER OF LISTENING: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02672.wav |
After you ask a question, it is crucial to listen actively and very carefully,|After you ask a question, it is crucial to listen actively and very carefully, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02673.wav |
both to what is being said and what is not being said.|both to what is being said and what is not being said. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02674.wav |
We need to observe both verbal and non-verbal communication.|We need to observe both verbal and non-verbal communication. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02675.wav |
We need to listen and observe both words and feelings. Listening gives clues to the salesperson to steer his presentation in the right direction.|We need to listen and observe both words and feelings. Listening gives clues to the salesperson to steer his presentation in the right direction. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02676.wav |
It also gives clues to objections and to the skillful professional|It also gives clues to objections and to the skillful professional | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02678.wav |
this is a tremendous advantage in helping him close the sale. DON’T SELL,|this is a tremendous advantage in helping him close the sale. DON’T SELL, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02679.wav |
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