Shut Up and Listen
During a recent visit with my physician I was awaiting the doctor in an examination room. As I sat alone for a few moments I heard several people speaking from just outside the examination room door. After carefully listening I discovered the source, a pharmaceutical representative and the doctor. However, much to my surprise, every time the doctor started to say something...anything, the sales representative interrupted.
The best rule for any selling professional is to shut up and listen. Sales professionals that speak do not hear. Within client words are emotion to move the sale forward or delay it.
Here are some tips for success:
1. Questions - ask a ton of them do not walk into a client without a prepared list of questions. Lawyers do not enter a court room without research, athletes do not enter the competitive arena without preparation, neither should you.
2. Do not speak over people use a silent pause to ensure the other party has completed their thought.
3. Listen as if no one else in the world matters. Exemplars are Bill Clinton and Abe Lincoln, their listen skills illustrate a honing in only on one person- to whom they are speaking.
4. Stop telling the world how smart you are, let others determine that.
This list is only a part of our research over the years. Take some time to employ these tips to create better and more manageable client relationships.
The best rule for any selling professional is to shut up and listen. Sales professionals that speak do not hear. Within client words are emotion to move the sale forward or delay it.
Here are some tips for success:
1. Questions - ask a ton of them do not walk into a client without a prepared list of questions. Lawyers do not enter a court room without research, athletes do not enter the competitive arena without preparation, neither should you.
2. Do not speak over people use a silent pause to ensure the other party has completed their thought.
3. Listen as if no one else in the world matters. Exemplars are Bill Clinton and Abe Lincoln, their listen skills illustrate a honing in only on one person- to whom they are speaking.
4. Stop telling the world how smart you are, let others determine that.
This list is only a part of our research over the years. Take some time to employ these tips to create better and more manageable client relationships.
Labels: account management, Customer Relationship Management, sales effectiveness, Sales Training
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