Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
REPS… “KEEP QUIET!”
Sales Skills That Keep You Focused And Get You More Business
By Nick Moreno, Sales Trainer
The National Sales Center, A Sales Training Company
“Yap, yap, yap,,, yada, yada, yada”, is not selling. “Blabber” is annoying and distracting and could keep you from an order. But too many salespeople think if they are not talking something is wrong. Fact is, something is very wrong if the salesperson is doing all the talking. Learn sales skill that keep you focused on your prospect and close more sales.
Stay Focused On Salesmanship
I’ve observed too many salespeople lose their prospect’s interest because of “sales rep babble”. These reps need to learn sales skills about strategic talking.
Here is what often happens… Prospect stops listening to them… starts focusing their eyes on the corner of the room… and begins daydreaming about golf, fishing or shopping. All this can be fixed by proper sales training. Blabbering “salespeople” could close more sales if they learn sales skills about listening.
If you expect prospects to listen to you, every word out of your mouth has to be relevant and important to the prospect. If every fifth sentence fits that criteria, your prospect will never hear that fifth sentence because by the fourth sentence… you’ve lost them. You’ll never succeed in sales that way!
We all know most salespeople have short attention spans. Well, so do most prospects.
Shut Up And Listen
Here Is A Video That Will Help You Use Your Ears To Sell More
Discover How To Sell Anything To Anyone
Why do so many salespeople suffer from a mouth that just keeps going and going? Sometimes it’s nerves. Other times, “sales rep babble” happens because the rep wants to appear to be an intelligent quick thinker but that’s not how they will be perceived by most prospects. Still others need to learn sales skills because they are just fishing and praying they may just stumble upon something that interests the prospect. All too often, the prospect has already been “talked” into a coma. These reps need to learn sales skills that will keep them focused on the sales process so they can close more sales. They need to start using better sales strategies.
Selling is about listening not talking and reps need to get listening skills if they want to succeedsales. The top sales professionals understand this sales skill and typically talk less than 35% of the time. The top pros spend the majority of their time listening, looking for buying signs, understanding the prospects needs and formulating how their product addresses those needs. They are too busy listening and thinking so they spend a lot less time talking.
So, if you suffer from “running mouth disease”, know there is a cure. Let me give you some sales skills training tips about using your ears, and not your mouth, to close more sales. This is the type of sales training that develops Sales Superstars so I want you to learn these sales skills! Once you do, you’ll close more sales. Let’s start with an understanding of when you should be talking and when you should be spending most of the time listening. This “understanding” will show you how to close more sales.
When Reps Talk
The only point in the sales process that requires salespeople to do most of the talking is when you are presenting your solution. You’ve uncovered a problem and now you have center stage to present your solution. Obviously, at this point you should be the one talking and presenting, so let it all out… but do with intent and focus!
When should you do the least amount of talking? Well, lets start with the Golden Rule. NEVER INTERRUPT YOUR PROSPECT.. a sales skill we all need to learn.! Never assume you know what your prospect is going to say next and finish their sentence for them. Its annoying, not polite and may cost you valuable information. Learn sales skills about when to talk and when to listen and close more sales. You’ll never close more sales if you keep interrupting your sales prospects.
Also, never say a single word after you’ve ask for the order. It’s your prospect’s turn to speak next. If you start talking before your prospect had an opportunity to speak, you defeated the purpose of your closing attempt.
Remember, stop selling once your prospect agrees to give you the order. Let your prospect know they made a great decision and let your prospect know how you will implement the order. But, once you got the order, STOP SELLING. Tell your prospect they made a great decision, thank them for their business and let them know how you will implement the order, BUT STOP SELLING! I’ve see salespeople actually talk themselves out of the order because they continued to sell after they had the order. Don’t let that happen to you. Get a sales training program that cover what you do after you’ve closed the sale and you’ll always keep more sales.
Well, I hope learned some sales skills that will help you.
That’s my mission and I’m sticking to it!
Good Selling and Keep Closing More Sales!
Nick Moreno, Sales Trainer
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