Connect with us

Sales Truths: You Make More Sales By Listening Than By Speaking Well

mm

Published

on

What we know about how you sellTRUTH #4 
YOU MAKE MORE SALES BY LISTENING WELL THAN SPEAKING WELL. 
 
WHY IT’S TRUE: Many salespeople believe their job is to use their verbal skills to convince the customer to make a purchase. Big mistake! Have you ever wrecked a potentially good sale by talking too much? Sure, you have. We are all very knowledgeable about our store and our merchandise, but not every customer wants to hear about the four C’s or how to propose marriage. The most important verbal skill you can learn is knowing when to shut up.  
 
PLAN OF ACTION: Ask open-ended questions to get customers talking and uncover their real needs. And when the customer is talking, listen ? really listen ? to their response rather than thinking about what you are going to say next. The result: you may not have to close the sale … the customer will do it for you.

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

Promoted Headlines

Most Popular

Dave Richardson

Sales Truths: You Make More Sales By Listening Than By Speaking Well

mm

Published

on

What we know about how you sellTRUTH #4 
YOU MAKE MORE SALES BY LISTENING WELL THAN SPEAKING WELL. 
 
WHY IT’S TRUE: Many salespeople believe their job is to use their verbal skills to convince the customer to make a purchase. Big mistake! Have you ever wrecked a potentially good sale by talking too much? Sure, you have. We are all very knowledgeable about our store and our merchandise, but not every customer wants to hear about the four C’s or how to propose marriage. The most important verbal skill you can learn is knowing when to shut up.  
 
PLAN OF ACTION: Ask open-ended questions to get customers talking and uncover their real needs. And when the customer is talking, listen ? really listen ? to their response rather than thinking about what you are going to say next. The result: you may not have to close the sale … the customer will do it for you.

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

Promoted Headlines

Most Popular