IME,Inc.
211 Beaumont
Traverse City,
Michigan MI 49684
Tel: (800)
968-4637
(800) 968-4637 |
Independent Medical Evaluations, Inc.
A National Company Providing |
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Get
Your Customers to Say Yes! If you want to master the art of persuasion and avoid the common
mistakes of boors and beginners don’t fall for the half backed
ideas from out-of-date hustlers with their canned tactics of
rapid-fire sentences, badgering demands, refusing to hear no, and
a slew of other high-pressure, ill-mannered practices. The true
professionals know that the fine art of salesmanship is not glib
talk and charm. Your customers will tell you that the two biggest mistakes
less-than-stellar salespersons make are not listening and not
shutting up. Think about it. How do you feel about the person that
pays little attention to what you say, ignores your comments and
rattles on and on? Somehow the elements of effective salesmanship have become
distorted. There is much material on topics such as what do you
say after you say hello, much material on nabbing the attention of
the prospect, and much material on strong closing tactics from a
litany of reasons to buy-now, as well as the use of anger and
guilt. There is too little on simple human relations and a
recognition that salesmanship is persuasive conversation, not rote
responsive. And when it comes to selling other businesses- or as they say
today, B2B- there are tons of slick presentation tools, such as
flip charts, and PowerPoint presentations, but little on getting
inside the head of the buyer and little on probing the prospects
frame of reference. These "slick" approaches to selling make a fatal
assumption- they assume all of us are the same, thinking we are
homogenized creatures, and ignore our individually. While that may
work with mass advertising- if does not apply to one on one
selling situations. Whenever you are in a situation that it is important to persuade
others to your viewpoint, your chances of success will improve if
you understand the quirks, wants, dislikes, problems, and desires
of the person(s) you are asking to buy your product, subscribe to
your service, do your bidding, join your team, support your cause,
and so on. When you want or need someone to do a certain thing, put a face on
the person. It is a mistake to charge ahead without understanding
the inner-motivation of your target. How do you feel when you are
not treated as an individual? Do you not resent it when those who
want something of you forget your individuality? Try these suggestions the next time you want someone to buy your
product or do your bidding. 1.
Questions,
questions, questions.
There is no quicker way to uncover the inner workings or psyche of
your prospect. Ask about their needs, their background, and their
successes. The answers will allow you to piece together a mosaic
that will open peep holes to their grey matter. 2.
Listen. For many in our noise-pollution society listening is a lost art.
How do you feel when you know the person you are talking with
pretends attention but is not listening, let alone, not
understanding what you are saying? Moreover, don't you love it,
when you must fight to squeeze in a sentence while you are
subjected to a monologue? You will find that in mastering the art of persuasion, a fine tuned
ear will give you the skill of an inspector. You will discover
that listening will give you clues to understanding how to tailor
your message to the interests of others. We are a selfish lot; most of us put our needs first. We are
interested in our welfare, our feelings, our self-importance, and
the cliché “What’s in it for me?” Let me put it this way-
we are only interested in the person who is interested in us!
Robert Ringer had it correct in his book, The Art of
Intimidation when he made the point that all friendship is
based on selfishness, we like a person because of how he or she
makes us feel. Not the most wonderful of traits, but if you think
about it, you will agree. As you work on your selling skills, use the basic tools of asking
questions and listening with your ears and eyes. If you do so,
your closing skills will jump to the top of the scale. To be
successful, remember the simple premise of, if you want me to be
interested in your offer or request, show me you are interested in
me. At IME, Inc. we put our customer’s needs first and we listen to
what they are telling us.
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Independent Medical Evaluations (IME), Inc. Company Services Legal Disclosure:
Independent Medical Evaluations - IME , Inc. provides expertise in many legal and medical situations including the following: Independent Medical Evaluation, Independent Medical Exam, Independent Medical Examinations, Impartial Evaluations, Physician Panel, Permanent Partial disability Examination, Medical Fraud Investigation, Medical Discovery, Expert Witness, Expert Witnesses, Medical-Legal Experts, Legal Nurse Consultant, Depositions, Live Testimony, Legal Nurse Consulting, Tort State, Personnel Injury, Defense Exams, Legal Nurse Consultants, Plaintiff Exams, Criminal Medical, Civil Medical, No Fault / Liability, Medical Claim, Medical Consultant, Insurance Medical Claim, Workers Compensation, Impairment Evaluations, Unbiased Medical Opinion, Disability, Medical-Legal Professionals, Certified Independent Medical Examiners, American Board of Independent Medical Examiners, SEAK, American Academy of Disability Evaluating Physicians (AADEP), Work Injuries, Auto Injuries, Car Accident Claims, Family Medical Leave (FMLA), Auto No Fault, Independent Medical Opinion (IMO), Medical Review, File Review, Medical Chart Review, Peer Review, Standards of Care, Malpractice, Medical Case Discovery, Medical Investigation, Long Term / Short Term Disability, Sickness and Accident, Early Assessments, Medical Illustrations, Auto Tort, Panel IMES, DNA Testing, Biomechanical Evaluations, Fitness for Duty, Physician Panel, Discovery, IME, Medical Malpractice, Compensibility, Management, Return To Work Issues, End Point, Maximum Medical Improvement, Orthopedics, Orthopedic Surgeon, Neurologist, Neurology, Physical Medicine, PMR, Psychiatry, Psychiatric, TMJ Specialist, Chiropractic, Chiropractor, Neurosurgeon, Neuropsychologist, Neuropsychology Testing, Plastic Surgeon, Oral Surgeon, ABIME, Disability Consultants, Psychologist, Psychology, MMPI, Nationwide Medical, Employer Health, Drug Testing, NIDA Labs and more.
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