When making a sale, it is important to be searching for your prospects pain. The way to discover this pain is asking good questions, then shutting up. When you are discovering this pain, it is important that your prospect it is doing a majority of the talking. A good way to gauge this is following the 70/30 rule. This rule states that you the seller should be doing 30% of the talking, and your prospect should be doing 70% of the talking. In sales you should engage your prospect in real genuine dialog, show that you actually care about them, and are genuine about what their pain is. Through your dialog you want to find that pain in realistic conversational ways, and this is best done through good questions, and then really listening.
Techniques to Follow
What are the best ways to follow the 70/30 rule and engage your prospect in real dialogue that discovers their pain? It can be very helpful to turn any statements that you have into questions, then listening and not interrupting. Another simple way of engaging in this dialogue is simply saying “Tell me more about that” then once again genuinely listening to what you prospect has to say. It is important to not be thinking about your next question before your prospect is done talking, as it shows you weren’t really listening and can result in questions that are not relevant to what your prospect just said, and you could miss out on finding the pain. In summary the key is simply to ask good questions and then listen well, and not talk too much, because if your prospect is listening to you talk, you are not discovering their pain, and your prospect is no prospect at all.
testacr22
this rule though extreme;y important is so hard to follow. in general i talk a lot so stopping myself from going on is really hard
I really like this rule because it shows that not every sale is going to workout. This is important because if you think you are going to succeed every time you go into a sales call you are going to fall in the trap of thinking you are a failure.