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

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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.

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She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

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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

She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

Promoted Headlines

Most Popular