Comments on: “Can I Be Honest With You?” http://www.toddcohen.com/blog/can-i-be-honest-with-you/?utm_source=rss&utm_medium=rss&utm_campaign=can-i-be-honest-with-you Building Sales Culture Mon, 06 Feb 2012 09:25:21 -0500 hourly 1 By: Joe Murphy http://www.toddcohen.com/blog/can-i-be-honest-with-you/comment-page-1/#comment-156 Joe Murphy Fri, 08 Aug 2008 00:17:33 +0000 http://www.toddcohen.com/blog/?p=78#comment-156 I agree with Eric. I like the substitution of a negative, harmful behavior/Statement with a positive behavior that increases your image and does allow one to "think about it" or better yet - reflect. We - as sales people - need to be a little more consultative, which means; less reacting, more reflecting, less spray and pray and more maintaining control by asking questions and facilitating the discussion. Let me think about also means "I don't have all the answers - all the time." I agree with Eric. I like the substitution of a negative, harmful behavior/Statement with a positive behavior that increases your image and does allow one to “think about it” or better yet – reflect. We – as sales people – need to be a little more consultative, which means; less reacting, more reflecting, less spray and pray and more maintaining control by asking questions and facilitating the discussion. Let me think about also means “I don’t have all the answers – all the time.”

]]> By: Eric Kramer http://www.toddcohen.com/blog/can-i-be-honest-with-you/comment-page-1/#comment-155 Eric Kramer Mon, 21 Jul 2008 15:02:47 +0000 http://www.toddcohen.com/blog/?p=78#comment-155 I think using the phrase "can I be honest with you" is a habit used to gain time to think of a response. While we are automatically saying "can I be honest with you" which takes no brain processing power (like saying Uhmmm) our brain is thinking ...what is my answer. I suggest replacing that phrase "let me be honest" with "let me think about that for a moment." This gives you the time to think and come up with a good considered answer. After all, responding to questions in sales situations is not a game show where you have 15 seconds to answer or you lose your turn. Answering correctly and appearing as a thoughtful person does gets you to the finals. I think using the phrase “can I be honest with you” is a habit used to gain time to think of a response. While we are automatically saying “can I be honest with you” which takes no brain processing power (like saying Uhmmm) our brain is thinking …what is my answer. I suggest replacing that phrase “let me be honest” with “let me think about that for a moment.” This gives you the time to think and come up with a good considered answer.

After all, responding to questions in sales situations is not a game show where you have 15 seconds to answer or you lose your turn. Answering correctly and appearing as a thoughtful person does gets you to the finals.

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