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How to Become a Great Sales Person by Keeping Your Mouth Shut

May 27, 2012 | Comments: 0 | Views: 185

So first of all I want to understand a little bit about the question of talking too much on a sales call, how it can impact results, and how it can be remedied. One of the main problems with talking too much in sales is the fact that we don't get to know our customer or prospect as well as we should do. The first part of any sales call is all about discovery.

Discover as Much as You Need to Discover

I'm not saying that you need to find out if the customer likes their eggs poached or fried here. You need a set of discovery questions that will lead them to reveal the facts that you need, in order to proceed to the next stage of the sales process. Planning is the only way here, so don't improvise because it will cost you money and your reputation if you're not careful

Get into the Habit of Listening More

This one is a little tricky because if you are in the habit of butting in when other people are in the middle of a sentence, it's a hard one to change. However, I have a little trick that works well for most people. When your customer is speaking, let them finish what they have to say, and count to three before you respond. I can guarantee that for all you impatient sales people out there, three seconds will feel like an eternity the first few times you try it. Please, give it a go because it can produce truly magical results. When a customer feels that you are genuinely interested in what they say, you will have more influence over their decision-making

Keep a Timer on your Desk

I like to use timers for productivity in general but they can also be very useful for monitoring the amount of time you spend talking to your customers. This also requires a little discipline but it can pay dividends at the end of the month when you have saved 30-100 hours on wasted chat.

Conversation Must Be Relevant

I hear a lot of sales people filling the gaps in the conversation with a load of horse fodder if you want me to be totally sincere. You can reduce the amount of time you spend talking by simply concentrating on the more relevant stuff.

So there you go, I won't go on too much because I just want to stick to the important stuff. You can get more useful sales tips at my website and a Free Ebook if you click below.

Click the link below to download David's FREE E-BOOK "25 Mistakes To Avoid When Selling" if you want to learn how to massively increase sales!

Source: EzineArticles
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Sales People Talk


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Listen More And Talk Less


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