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!