Stop talking and sell more. This phrase needs to be in the back of your mind at all times.
You learn nothing about your prospective client when you are talking. If you were just starting out in sales today and you wanted to learn the skills necessary to be a top producer, I could teach you in less than five minutes. I might be able to teach you in less than three minutes. Here’s what you need to do.
Ask the person how they are doing.
Ask what’s happening in her business.
Ask about her goals for the next three months.
Then stop talking.
Selling is about getting paid to help people solve problems or achieve a goal. If you spend 30 percent of each conversation asking questions and 70 percent of each conversation listening, you will discover how to do that for each client.
Stop talking and sell more. It is that easy.
Dave Lorenzo is the author of the new sales book titled: The 60 Second Sale: The Ultimate System for Building Lifelong Relationships in the Blink of an Eye