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Situation: During your presentation, when you really feel you’re on a roll and nothing can stop you now, you notice that one of the Influencers attending the meeting occasionally covers her mouth as you continue to impress the decision-maker. (Give yourself 10 points for each correct answer.)

Question 1: The reason she’s covering her mouth is that she’s becoming bored and wants the presentation to move along a little faster?

Question 2: Sensing this, you begin to speak a little faster which is the right thing to do?

Question 3: What should you do to stop her from covering her mouth?

Answer 1: She’s not bored. She doesn’t believe what you’re saying and it’s a metaphor that she wants to cover your mouth to stop you from talking.

Answer 2: Do not speak faster. This is a sign that you’re trying to hide something. Credibility is created by speaking more slowly.

Answer 3: Stop what you’re saying, look at the Influencer and make a statement something like this: “I must have said something you don’t agree with. Could you tell me what I need to explain better?” Not only will you surprise her (“you can read minds?”), but she’ll be pleased that you asked her opinion and will tell you where she has a problem with the presentation.

That, or she could be yawning after partying all night. You have to put everything into context.



© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities – Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.

About the Author: I’ve Been Compared to David Letterman. My mission: to help Salesknockers™ (the rare and seldom seen business person or salesperson who creates their own opportunities) succeed. I’ve trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards® seminars. (“He’s the Zen Master of Cold Calls” – Los Angeles Times.) I’ve been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (“Lord of the Rings”). “Okay, so he’s not David Letterman.” (I didn’t say it was flattering. Just that I’ve been compared to him.)