Ever find yourself talking real fast on sales call or a phone call?
If you do, then slow down.
Slow way down.
And shut up once in awhile.
A salesman who is talking is NOT a salesman who is listening.
Silence is something you need to be very comfortable with to be a good seller.
Telling is not selling.
The one who is doing the “talking” is not in control.
The one who is asking the questions IS in control.
Questions get the other person to respond.
Questions direct the thoughts of the other person.
Questions are the shortest form of “talking”.
You should be asking questions as much as possible, and talking very little about yourself or your business.
Yes, I know sales people think that they are there to talk about their business.
They think that prospects want – demand even – to hear why you should do business with them.
Well that’s just the reflex action. That’s what prospects think they want, because they don’t know how to ask for what they really want.
And they are afraid that an evil, greedy, slimy sales person will take advantage of them, so they defend themselves up front by taking control and telling you to start talking about why you are so great.
I don’t know about you, but I won’t be a dancing sales monkey.
Many years ago, I learned to put off the question of “Why should I do business with you”, and take control by asking questions myself.
This gets to the truth of the sale fast, cuts through the BS, and quickly gets to the real motivation, and real potential for the sale.
Don’t be a dancing sales monkey.
Reclaim your self-respect.
Take control of every sale and start closing 70-90% of the deals you go after with the Persuasive Selling Skills Audio Program now.
Sell with Pride,
Shameless Shamus Brown