It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.
No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere to a better standard:
Say little, ask a lot.
When you live by this rule, you always hear more while keeping the buyer engaged in a much more compelling conversation. Since the buyer always believes him or herself but only sometimes, if ever, believes you, you’re letting the better closer close. And, when you consistently conduct yourself in this manner, important comments you make are actually heard versus dismissed, since you’ve demonstrated that you share only important details.
Not only is this standard soothing to buyers, like a spoonful of Pepto Bismol, it’s also a mega-dose of vitamins that establishes and grows healthy, long-lasting partnerships.