Rule #14 is one of my favorite of Pink’s Rules. Rule #14 is something that every seller should keep in mind. With this rule, it means that if aren’t listening as the seller and are talking then you aren’t selling because you haven’t asked what the buyer needs or haven’t found the pain in the buyer. First, you should find a potential problem then you should get the prospect to talk about it. In our notes, Dr. Sweet says that we should say, “Tell me more about that….” to keep the conversation going. When salespeople talk to much, the buyer isn’t being heard and they could be over hearing you ramble information that maybe they don’t even care about. Salespeople should also keep in mine to not interrupt the buyer, and to really listen. Lastly, you shouldn’t be thinking about your next question while they are talking because then that means you aren’t listening to what they are saying.
I’ve seen this hand in hand when I took a quick trip to Dick’s Sporting Goods. When I went to this store I was first greeted with people who asked if I was looking for anything specific today. At first I said no, thank you because I didn’t think I was until I got to the shoe section and I realized that I needed a new pair of tennis shoes. I was kind of looking around frantically until someone came over and asked if I needed help. The guy was super sweet and he asked me what I was looking for in a shoe, my price range, and if I was looking for any specific brand. He asked good questions and let me speak fully without getting interrupted. All in all, I walked out of Dick’s Sporting Good’s with a great pair of shoes and a smile on my face from my positive buying experience.
BoweryJE22
This is such a cool principle. Until reading this rule, I had never thought about this in this way. I think it is so important to keep the balance between asking questions and interrupting the client. I am so glad you had an amazing experience at Dick’s Sporting Goods.