Sales Mistake #6: Becoming Distracted | TravelResearchOnline

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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 were trying to help. Reality, as well as my personal experience, says your mind will wander at times. If 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.

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Work on focusing on your prospect. Concentrate. Notice what they are wearing. What they are saying. How they are saying it. This especially is true when you are not within direct eyesight, like when you were on the telephone. Resist the temptation to plug the phone into your shoulder and continuing to open envelopes, write sales memos, click through computer screens, or straighten out your desk drawer. People on the other end of the line can hear this activity and you can be sure they will interpret it as a sign of disinterest.

Discipline yourself and let everything take a backseat 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 all at the point of contact?


Mike Marchev has lots more to share with you. Email him today to receive a Special Report titled, “THE BEST ADVICE I EVER GAVE TRAVEL PROFESSIONALS” at mike@mikemarchev.com Be sure to write the word “advice” in the subject box, and while you’re at it, include what you enjoy about reading Mike’s column.

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