SHUT UP!
PLEASE!
One of the hardest things to teach salespeople is when to shut up.
The bad salesperson doesn’t know when to speak up, the good salesperson too many times fails to shut up.
When the good salesperson learns the art of shutting up, he or she becomes a great salesperson.
When you shut up, it becomes the customer’s time to react. This reaction does a lot more for you than your ongoing words would. Reading the customer’s body language when you shut up will tell you if to continue, back up, or stay quiet.
When you shut up you give your customers the opportunity to ask a question, show interest or dis-interest, present an objection or to buy.
The secret to great selling is; “Speak Up, Shut Up, Observe and Mirror”. Say something, read the reaction and then act as the customer does. It’s Easy!
April 22nd, 2007 at 10:05 am
Spring Reminders
Spring is here and not a moment to soon. This got me to thinking about new starts and rediscovering the things that make spring, well, spring. A number of those things we tend to forget. The field of sales is the same in some ways, we work day in and day out and try to do the best we can. However, sometimes we need reminders of the small and important things that make selling easier. Here are a few to keep in mind and revisit from time to time.
· Use the customer’s name whenever possible- Customers, generally, like their name so use it.
· Non-business conversations-Never underestimate the importance of taking the time to get to know your customers.
· The third wheel- Remember if a customer brings along a friend or relative, then chances are they value their opinion. Get them on your side!
· Add-on’s work- Adding on at the end of a sale is an effective tool to increase your sales, and add-ons do not have to be less expensive.
· Attitude matters- If you are in a good mood and your attitude is a positive one, then odds are your customer’s attitude will mirror yours.
· Have fun- Customers are more likely to buy if they are having fun and enjoying the experience.
· Listen- Do not assume every customer is buying the same product for the same reason. Listen to every customer’s wants and needs.
· Have passion- If you love what you do and what you sell, then convincing others to buy it will be a lot easier.
· Do the little things- When everything else is equal, it is the salesperson who pays attention to the little things that will win in the end.
· Thank-you- Take advantage of the too little used tool by salespeople-send thank-you notes and/or follow-ups, they work.
Those are just ten little reminders as the flowers bloom and the weather warms up. Take this time to review some of the tools that made you the great salesperson you are today!
One more thing-remember to enjoy the springtime!
April 28th, 2007 at 2:38 pm
this is why God gave us 2 ears and 1 mouth… we are to listen twice as much as we speak. So take the cotton out of your ears and stuff it in your mouth… and watch what happens
December 17th, 2009 at 3:17 pm
Ron,
I totally agree with “stop selling; shut up; and let them say YES.”
Years back (when I owned an employment search firm in Ohio) our technical manager came in one morning and told me how he learned this lesson.
The prior night he was speaking with an engineer on the phone and he was sure the guy would have accepted the job … if only he had shut up and waited 10 seconds to let him get a word in edgewise.
Well, they guy finally said “You know, I was going to take this job, but you’re selling it so hard I don’t want it anymore. Goodnight.”
Experience is a good teacher … and it should be … we pay so much more for those lessons.
Aloha,
Pete
December 25th, 2009 at 12:44 pm
This is the best advice I have seen yet on this blog. Salespeople all talk too much. Leave me alone and let me shop; I’ll tell you when I want to talk to you.