Listen to your potential clients. Just as in any conversation it pays to listen, as often it’s in the subtle comments that your potential clients make where the key to unlocking the sale can be found. In order to sell you need to know when it’s important to shut up and listen!
I used to work with a sales person who had a habit of talking to fill the gaps in a conversation and had the view that he must drive the client to purchase. He once asked me why it is I would always beat him in sales – my answer was simple, I listen to the client and act like more of a Sheppard than a captain.
What does this actually mean acting like a Sheppard? The client should always follow a process of being sold to, but they should have the freedom to explore and talk about their issues. In this you are able to guide them in the direction of how your products or services resolves their issues.
For more tips – check out The Conversation of Selling.
[...] The conversation of selling – Listen [...]
[...] further example using language in sales is to simply use last weeks tip (listening) to their issues then adjusting your language and how you describe your product or service to [...]
[...] Listen - listen to your potential clients, just as in any conversation it pays to listen. Its often in the subtle comments your potential client makes that the key to unlocking the sale can be found. In order to sell you need to know when it’s important to shut up and listen! [...]