Blog post 023-Your-mother-won't-even-tell-you

I have often wondered if people who talk too much are capable of changing.  Maybe it's because no one will tell them - not even their mother!

What is the one thing eighty percent of all customers dislike about sales people?  The answer is not surprising: Talking too much.  Your role as a sales professional is not to "show and tell" but to "ask questions and listen".

The reason you talk too much is understandable.  You called on the customer and asked for some of their time.  This sets up a professional expectation on the part of the customer, "You asked for my time, now tell me why you want it."  The pressure then falls on the sales person to deliver a presentation.  This is the point in the selling process that separates the professionals from the armatures.  The armature mistakenly believes that selling and talking is the same thing.  The professional knows that you can't sell anything until you first know what the customer wants.

There is an old proverb that would look great on your dashboard as a reminder: "We are all given a certain number of words to speak, when we speak them all we die!"

How many of these powerful selling techniques require you to go on-and-on about your products and company?

~ Remove any previous objections or solve any previous problems before you start your presentation.

~ Before trying to convince your customer of a new idea find out what they based their last purchase on.

~ Get your customer talking about their future goals and listen for clues that will tie your products or services and their future together.

~ Find out by careful listening and questioning what your customer wants and let them know that you are sincerely interested in helping them get it.

~ The ability to get your customers to talk as you carefully listen will position you as a friend and partner.

~ Be a good listener and you will demonstrate how intelligent you really are.

~ If you find that you are doing all the talking and responding to carefully asked questions, you might end up talking yourself out of the sale.

~ To increase your confidence focus on your customer rather than yourself by asking questions.

~ Ask questions about the quality standards they use so you will be able to present the right products and prices when the time comes.

~ Find out if there is anything your prospect dislikes or would like to change about their current deliveries.

~ Find out if the prospect is having trouble finding people to staff the operation.

~ Find out how aggressive the company is in their marketing.

~ Find out what type of customer base the prospective new account has or is targeting.

~ Show them by your interest in their business that you are interested in their success.

~ Listen for “points of difference ” that you can use to set your company apart from the competition.

Here's my favorite:  "It is better to be silent and thought a fool, than to speak and remove all doubt."