More sales people talk themselves out of a sale than you could possibly imagine. As a professional sales person I was always in awe of
one with 'gift of gab' but I soon learned that they do not usually make a lot of money. So here is a secret that will double your ability to sell (at least)Good selling is more about good listening than smooth talking, you cannot put water in a full glass.
In other words human beings are all full of thoughts, ideas, problems, smart remarks, things we have to say, or are thinking about saying, and until we 'empty out' a little there is no room for anyone else's thoughts or ideas to exist.
Let your customers talk, allow them space to think and empty out a little - this creates room for your ideas, products and services.
When they stop talking - wait for three seconds before you speak. It will improve your sales immediately. By waiting 3 seconds you allow them to voice real problem, real objection, or talk themselves into buying. Try it, it works!
What is your attitude to listening? Have you heard it all before? Don't you wish they would get to point? Or are you genuinely interested in what they have to say? Negative attitudes to listening stifle conversations - as a business person you need to become a professional listener. You'll make a lot more sales.
When ever two, or more, human beings are together their attention span is limited. While you have been reading this you may have been away to find out what's for tea, spoken to kids, heard them playing in garden, listened to TV, wondered what you were going to do at weekend - all without leaving your computer.
