Between the Lines: Talking Points
By Fred Martel
The problem with sales as a career is that nobody likes salesmen. You only get one chance to make a first impression and you do not want to come across as the stereotypical peddler.
So what’s the solution? A well rounded vocabulary helps along with a method of getting the prospect to talk in detail about his or her likes and dislikes. The key is: they talk, you listen. The typical salesperson talks way too much. You cannot be typical.
The method must stay simple. You ask questions about what they expect from the product or system in question. This usually gets them going. Next, you listen. Talking doesn’t close a sale, listening does. You response to their words should involve solving their issues and satisfying their need to know if you can deliver. You let them buy it.
Closing questions are important. They are brief and to the point. You need only satisfy their objections – or doubts about the proposed results they can expect. You let them buy it.
When you talk too much at least two things happen. You bring up issues that were not a concern – you create objections and you miss the opportunity to close the sale based on overcoming their objections.
This method works. Try it. Shut up and listen and the sale will show up sooner than you expect. And remember the KISS principle. Keep it Simple Stupid!