Less talking More selling
The other day I was taking to a sales rep who was trying to sell me. I could tell that he was pretty good at his craft and has obviously sold well during his career. After taking with him and listening how he transitioned through his sales cycle I noticed something. When ever I would start to talk about my needs as a customer or my “pain” as a customer he would stop me and start taking about himself. This is a common pitfall among sales people, especially when selling over the phone. Phone sales is a very difficult way to sell and you have to constantly engage your prospect. You do this by taking a profound interest in their pain, there needs and them personally. Do not talk about yourself unless asked by your prospect. When your prospect asks about your company answer is a brief, non self-serving way and return the conversation to your prospect (at least in the beginning).
This a problem that plagues many sales professionals. It’s hard not to be in a conversation and want to reciprocate with talking about yourself. Don’t fall into this trap! Think of it this way; these people are not here to make a friend or have any interest in you. You are simply here to listen to them and push your product. This doesn’t mean that after you make the sales with them you can dive a little deeper into some personal information about yourself, but this is out of bounds during the sales process.
This is just one of many phone sales tips on my sales blog. Feel free to cruise around the site and pick up other tips as well. Good luck out there!
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One Response to “Less talking More selling”
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I could’t agree more! This is a very common mistake many salespeople do.
There is a saying: “A good salesperson has big ears and a small mouth”.
Generally you should always aim at getting the prospect to do most of the talking. NEVER EVER talk about yourself (unless they ask questions about you).
Nice blog you got here by the way
Keep it up!