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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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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: 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.

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.”

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