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Sales Truths: Learn To Be Quiet

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14. When you ask your customer a question, be quiet until he responds. 
 
WHY IT’S TRUE 
Salespeople love to talk. We actually believe we can talk people into buying, when in fact more sales are 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 at selling without talking?  
 
 
PLAN OF ACTION 
Focus on asking open-ended questions and ? while maintaining good eye contact ? shutting up and waiting for the customer 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 well and you’ll find your customers talking themselves into buying.

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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Dave Richardson

Sales Truths: Learn To Be Quiet

mm

Published

on

14. When you ask your customer a question, be quiet until he responds. 
 
WHY IT’S TRUE 
Salespeople love to talk. We actually believe we can talk people into buying, when in fact more sales are 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 at selling without talking?  
 
 
PLAN OF ACTION 
Focus on asking open-ended questions and ? while maintaining good eye contact ? shutting up and waiting for the customer 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 well and you’ll find your customers talking themselves into buying.

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

Promoted Headlines

Most Popular