Calibration

Calibration means the process of learning your customer¡¯s responses during the course of the presentation. While you are presenting the product to the customer, notice the changes taking place in their face. The customer¡¯s eye movements and the body language will tell you whether they are participating in the conversation. You can also find out whether they are interested or not and by noticing certain subtle cues and expressions on their face you can scrutinize the different thoughts which are going in their mind. The best way to master this is by asking one or two questions to your customer and slowly observing the facial expression, eye movements and postural changes. With practice you can master calibration.

Telesalestips, Winston Saga, Ph: (64 9) 441-6359, Fax: (64 9) 441-6396  telesalestips@telesalestips.com
4 Tacitus Place, Glenfield, Auckland, New Zealand
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Last updated: 22.01.2011