Sales Lesson #16: Mistake #6 — Becoming Distracted.
Sales Mistake #6: Becoming Distracted
You can’t allow your attention span to drift away from the task at hand.
Becoming distracted is often considered normal.
You simply can’t be considered normal in this regard.
If your primary responsibility is to help people, then it is in your best interest to pay attention to the people you are trying to help. Reality, along with my personal experience, infers that your mind will wander at times. If in fact you have a short attention span (like I do) knowing that you do is 99% of the battle.
You can’t provide your prospect (or customer) an opportunity to interpret your wandering mind as a sign of disinterest on your part. This might prove to be fatal.
Work on focusing on your prospect. Concentrate. Notice what they are wearing. What they are saying. How they are saying it. To help you focus, make a point of determining what color their eyes are. And of course, listen for their name so you can repeat it from time to time.
Focus is especially in demand when you are not within direct eye sight …like when you are on the telephone. Resist the temptation to plug the phone into your shoulder while continuing to open envelopes, write sales memos, click through computer screens or straighten out your desk draw. People on the other end of the line can detect this activity, and you can be sure that they will interpret it as a sign of disinterest.
Discipline yourself so whenever you’re on the telephone and find yourself hitting a letter on your computer keypad, to recognize this as a Red Flag and refocus on the caller.
Let everything take a back seat when you are on the telephone. You might want to try standing while speaking. I do this regularly. It takes too much effort and promotion to finally get your phone to ring. Why risk blowing it at the point of contact?
Don’t allow yourself to become distracted.