Listening Is A skill!
Studies consistently show that our customers believe that salespeople talk too much. Even more embarrassing, polls of salespeople show that we know we talk too much.
But how can we sell more while talking less?
One reason we talk too much is we don’t want to miss a detail, feature or benefit the customer might find important, so we overload them with information. And we tend to confuse them. If they are confused they’ll generally give you a response like… “I need to think about it.”
If you want to be more effective, the answer lies in letting the customer speak first. If we probe effectively, asking the who, what, where, when and how questions, then they’ll tell us everything we need to know about their problems, and how to solve them. Then, when it’s our time to talk, we can focus our remarks on what we know to be important to the customer, instead of what we think they might want to know.
Ask more questions, listen more, and the odds are you’ll speak less while significantly increasing your sales.
Download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!
Jeremy Nason, RFC is the co-founder of the famous Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!