It used to be that the expression "getting the nod" meant you had been picked, you won. The other day I saw a t-shirt that said, "I'm going to nod and act like I'm listening." When you are meeting with a prospect or a client and they are getting the nod from you, what does it mean? What if you are getting the nod from them? Think about it. How many times have you left a meeting and when someone asked you how it went you respond, "there was a lot of head nodding going on, I think it went well." What if they were wearing the t-shirt! Salespeople talk too much and mistake head nodding from the prospect as some form of acceptance and agreement. Prepare for your sales calls with great questions and then listen! Make sure you're not "getting the nod."
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07/04/2011
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