Its debatable whether men are good listeners compared to women, but one thing i have often heard is that sales people are NOT good listeners. All the training programs teach them to be good listeners but they want to hear themselves talk all the time!
A common perception is - If they dont talk, they are not selling!
Ofcourse the above observation does not apply to all sales people, definitely not the successful ones.
This post is not about making sales people, good listeners. But listening helps you get the customers to BUY all the time, even if you have not made the sale yet!
Every now and then in the sales process, make the customer BUY something!
BUY your time ( Invest more of their time and get ENGAGED in disussions)
BUY your opinion ( Agree on your ideas)
BUY into your sales process ( Agree on next meeting/next step)
If you dont stop ,listen and get them to BUY something from the above, you are not getting their commitment further into the sales process. You may wait till the end and ask if what you offer is what they want, they say NO, and both of you have wasted a lot of time,money,resources.
If they are not BUYING before the sale, may be they are not going to BUY at all!
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