I continue to be amazed at the number of salespeople who believe that “selling is telling”… filling time and space with data, opinions, rhetoric, and stuff that often holds little or no value for the prospect or customer. Why do they perpetuate this self-centered, me-focused arrogance?

Let’s see…is it because…

• Some sales manager said “Go make cold calls and don’t come back ‘till you’ve sold something?
• They believe sooner or later someone will buy just to get some peace and quiet?
• They don’t know what else to do because they’ve never been trained?
• They believe prospects / customers are stupid and need a lecture?
• They think one solution is right for everybody and they’re sure they have that solution?
• They’re thinking, “If I talk enough, I won’t hear ‘no’?”
• I must impress my prospect / customer with my knowledge?
• They believe verbal fluency wins sales?

And on and on…Each one a myth!

Just today, a colleague shared this, from a customer:

“When you talk you only hear what you know; when you listen, you hear what someone else knows.”

Successful salespeople want to know what their customers/prospects need and want…how they feel…what’s important to them. They skillfully ask questions to discover what their prospects and customers are seeking. And they craft appropriate, specific responses (solutions) from their customers’ answers. Give it a try – listen your way to a sale instead of talking your way out of one!

Submitted by:

(1 votes, average: 5 out of 5)

 Loading …