How many times do salespeople talk themselves out of a sale? Hmm, let me count the ways.
Business consultants and executive coaches with their innate desire to help people offer a lot of free advice to demonstrate they have listened as well as to showcase their own expertise. This is based upon what I believe has become a shaky premise.
Other salespeople just talk too much and fail to actively listen. They are so busy making their sales pitches they ignore the voice of the customer as I noted in yesterday’s posting.
Then there are those salespeople who are so in love with their solutions, they believe everyone should be. This drinking from the Kool-Aid is another way to talk one’s self out of a sale.
Much of the sales training revolves around asking a lot of open ended sales questions. What happens in many instances is the salesperson ends up sounding like a rapid fire Gatling Gun.
Mark Twain among others is noted for saying “If the Good Lord wanted us to talk more than to listen, he would have given us two mouths instead of two ears.”
Active listening is an essential sales skill if the goal is to increase sales. Knowing when to shut up is another sales skill that is for the most part ignored in many sales training programs.
If you want to increase sales, maybe consider how you have been talking yourself out of a sale.
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Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at 219.508.2859 central time USA to solve your disengaged employees and ultimately your disengaged sales culture as well as improve your own sales results. Follow her on Twitter or check out her profile on LinkedIn.