Ideally, as sellers, we should only talk 30% of the time during a sales conversation and let the prospect or customer talk about 60% to 70% of the time. You want to make sales? Then you have to improve your listening skills!
However, in the real world, I find that many salespeople talk and talk without even listening to their prospects.
Without properly listening to your prospects, you might miss on what’s really important for them. And that means missing your sales deal.
Go into the first conversation and figure out what can make them buy. Identify the top four drivers why people purchase. Listen for those and poke at those. Know what to listen for so you don’t just talk or be random.
Instead of the yes or no questions, ask the open-ended questions like what, when, where, why, or how.
Don’t be afraid to ask a followup question. Try to really dig deeper into uncovering their real pain point. Use Toyota’s five whys where you keep on asking your prospects why until you get to the fifth why and you will notice you’ve uncovered their real problem. Try to do this exercise even in other areas of your life.
The 12 Week Year by Brian P. Morgan and Michael Lennington
The Lean Startup by Eric Ries
Check out the TSE Hustler’s League.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
Facebook group The Sales Evangelizers
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.