One of the first lessons I learned in sales was from my dad, and he told me to always keep people talking. The idea was that the less you talked, the more time the client had to tell you about what they needed in a sales situation. The trick was just ensuring that you asked the right, direct, and open-ended questions to keep your client feeding you with information. This connects directly with what we are learning in class right now about Mattson’s Rule #2 Don’t Spill Your Candy in the Lobby. The idea is that as a salesperson you do not want to overwhelm a client by constantly asking questions or spouting off all the fun (totally boring) facts about your business. If you overwhelm your client, they will be more likely to walk and you won’t close the sale.
But if you slow down, and take the time to ask well thought out questions, then “shut up” and sit back and allow the client the opportunity to tell you their needs and wants, you are almost 100% more likely to close the sale and start a foundation for future sales with the same client. We live in a very power-hungry, money-driven world, which in turn makes for some very “pushy” or “sleazy” salespeople. These men and women typically are not the salespeople you want to recommend to your friends and family. However, on the flip side of that coin, when you treat your clients with respect, providing honest communication, and an environment that makes them feel heard, those kinds of interactions are the ones that get mentioned. I read recently, in Pink’s book that everyone could probably compile a list of 250 people you would invite to your wedding. And that means everyone you know also knows at least 250 people, and all 250 people they know, know 250 people… and so on, you get the picture. The point is, if you closed a sale, or even had a really impactful conversation with a client, chances are 1-2 of his 250 friends are going to hear about his positive experience. We live in a highly influenced society were word of mouth is either your best friend, or your worst enemy. So I suppose the moral of the story is to be the bigger, better, highly praised and talked about salesperson, be kind, considerate, and honest. That’s all 🙂
RMcIlwain