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Sales Truths: Learn To Be Quiet

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Published

16 years ago

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.

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Looking for a Seamless Sale? Call Wilkerson

After almost 60 years in business, Breakiron Jewelers in Erie, Pennsylvania, was closing its doors. And the store’s owner, Linda Breakiron, was ready for it. She had run the store as its sole owner since the beginning of the millennium and was looking forward to a change. Of course, she called Wilkerson. Breakiron talked to other jewelers who had used Wilkerson and was satisfied with their response. “They always had positive feedback,” she recalls. With the sales, marketing and even additional inventory that Wilkerson provided, Breakiron insists she could never have accomplished her going-out-of-business sale without Wilkerson’s help. She’s now ready for the journey ahead, but looking back, she’d be sure to recommend Wilkerson. “They just made the whole process very seamless.”

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Dave Richardson

Sales Truths: Learn To Be Quiet

mm

Published

16 years ago

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.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Looking for a Seamless Sale? Call Wilkerson

After almost 60 years in business, Breakiron Jewelers in Erie, Pennsylvania, was closing its doors. And the store’s owner, Linda Breakiron, was ready for it. She had run the store as its sole owner since the beginning of the millennium and was looking forward to a change. Of course, she called Wilkerson. Breakiron talked to other jewelers who had used Wilkerson and was satisfied with their response. “They always had positive feedback,” she recalls. With the sales, marketing and even additional inventory that Wilkerson provided, Breakiron insists she could never have accomplished her going-out-of-business sale without Wilkerson’s help. She’s now ready for the journey ahead, but looking back, she’d be sure to recommend Wilkerson. “They just made the whole process very seamless.”

Promoted Headlines

Most Popular