Use Sound Bites to Sell Effectively

by WOHe

Use Sound Bites to Sell Effectively 

Few people realize it, but, communication, like kitchen and bath
design, is an art form. Choosing the right combination of words to
make a point can be the key to the success or failureof a potential

Speaker and communications expert Karla Brandau explained this
idea when she presented her seminar, “Sell More with Sound Bites”
at the recent K/BIS in Orlando. 

Noting the premium customers put on their own time, she offered
ideas for dealers to communicate with kitchen and bath customers in
as few words as possible.

Brandau notes, “thirty seconds is the key. That’s all the time
you need to get your point across.”

With two-career couples juggling more tasks than ever plus a
growing “baby boomer” population, Brandau feels that developing
“sound bite” communication skills can help gain customers’

Working on sound bite skills helps kitchen/bath dealers improve
their communication skills by: 

  • Focusing their thinking and speaking
  • Keeping conversations on track
  • Being more logical and concise
  • Facilitating listening
  • Increasing customer confidence
  • Insuring prime results for time spent

To hone communication skills, Brandau suggests kitchen and bath
dealers consider the following:

  • Know your objective the goal, purpose or target. “You must
    decide what you want to achieve with the conversation,” she
  • Form an approach. “It’s a thought or sentence that will lead
    you to your objective,” she explains.
  • Choose a hook to get attention. A hook can be a statement or
    question, and it should be creative. But, she warns, “be sure that
    it is consistent with an approach for one aspect of your sales
  • Combine the objective, hook and approach. They should
    complement each other, and present a complete picture, Brandau
  • Ask a closing question. “After you’ve hooked them and delivered
    your information, the closing question [is] key,” Brandau

“As you work with sound bites, you will use them in every part
of your sales conversations from gaining information about customer
needs to getting them to sign the contract,” she concludes.

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