Most people that think of a salesperson is somebody who can talk people into buying their product even if they don't need it. I have heard the term "He can sell a ketchup Popsicle to a woman in white gloves." While the ability to be convincing is important in sales, the ability to listen to your prospect is much more important. How does a good sales professional know how to gear their presentation? They spent time listening to the customer's needs and adapt the rest of the sales process around those needs. After you have listened enough to discover their needs and analyze what type of buyer they are, the "swift talking" skills can be applied more efficiently.
I have heard some salespeople and sales managers say that people love to hear themselves talk, and that is why you the customer should do most of the talking during a conversation. While it is true that people like to hear themselves talk, there are more important reasons as to why the customer should do most of the talking. I have already touched upon discovering needs, but it is also a good way to gain the customer's trust. Think about it for a minute: would you rather buy a computer from somebody who is just trying to push an advanced model in your cart before you have a chance to tell them what you are looking for, or would you rather buy the same computer from somebody who listened to what you need in a new computer and has recommended that you buy it? Once you have built a relationship based on trust you are no longer a salesperson, but a trusted adviser, and you listening skills are the reason.
For information on my comprehensive sales training, please contact me at steve@dadesalesandmarketing.com or call Steve at (603)305-5825.
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I have heard some salespeople and sales managers say that people love to hear themselves talk, and that is why you the customer should do most of the talking during a conversation. While it is true that people like to hear themselves talk, there are more important reasons as to why the customer should do most of the talking. I have already touched upon discovering needs, but it is also a good way to gain the customer's trust. Think about it for a minute: would you rather buy a computer from somebody who is just trying to push an advanced model in your cart before you have a chance to tell them what you are looking for, or would you rather buy the same computer from somebody who listened to what you need in a new computer and has recommended that you buy it? Once you have built a relationship based on trust you are no longer a salesperson, but a trusted adviser, and you listening skills are the reason.
For information on my comprehensive sales training, please contact me at steve@dadesalesandmarketing.com or call Steve at (603)305-5825.
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