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Sales Truths: After You Ask a Question, It’s Best to Shut Up.

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Published

15 years ago

on

Truth #6

WHY IT’S TRUE: Salespeople love to talk. We actually believe we can talk people into buying when, in fact, more sales are made (or can be made) by listening the customer into buying. When we ask an open-ended question, we frequently follow it with a second or even a third question. And, in some cases, we even answer our own questions. Asking a question and waiting for an answer is basically uncomfortable … after all, how can we ever be successful selling without talking?  

PLAN OF ACTION: Focus on asking open-ended questions and then, while giving the customer good eye contact, shut up and wait for them to answer. Rather than thinking about what you are going to say next, listen to what the customer says and respond (ideally) with another open-ended question. Ask the right questions and you may find your customers talking themselves into buying.

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Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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Dave Richardson

Sales Truths: After You Ask a Question, It’s Best to Shut Up.

mm

Published

15 years ago

on

Truth #6

WHY IT’S TRUE: Salespeople love to talk. We actually believe we can talk people into buying when, in fact, more sales are made (or can be made) by listening the customer into buying. When we ask an open-ended question, we frequently follow it with a second or even a third question. And, in some cases, we even answer our own questions. Asking a question and waiting for an answer is basically uncomfortable … after all, how can we ever be successful selling without talking?  

PLAN OF ACTION: Focus on asking open-ended questions and then, while giving the customer good eye contact, shut up and wait for them to answer. Rather than thinking about what you are going to say next, listen to what the customer says and respond (ideally) with another open-ended question. Ask the right questions and you may find your customers talking themselves into buying.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

Promoted Headlines

Most Popular