In our lecture on February 19, 2021 we learned that sales isn’t a show and tell. Sales isn’t supposed to be a one sided conversation, or even a 50/50 split conversation. Sales is about getting the customer to talk and learn from them.
A general rule in sales is the 70/30 rule, where you should listen 70% of the time and talk only 30% of the time. The goal is to engage the prospect in real genuine dialogue, ask questions that get a general sense of their interest. It is best to ask open ended quality questions that get the prospect talking and discussing their problems or pain.
When selling, at all costs avoid answering unasked questions. If the customer didn’t ask the question, there is no need to offer up information that could put you at a loss in your selling position. By answering unasked questions you could be weakening your selling and bargaining power. Finally try to turn statements into questions, and try to answer a question with a question. When using this technique make sure to do it in a fashion that shows that you care about them and their pain.
BoweryJE22
I like getting the customer to talk when making a sale. Often, I find it difficult because I really enjoy talking and having conversation. I guess I will only improve with experience.
I love the idea of the 70/30 rule because it really puts us in check as salespeople. We should constantly considering how much we are talking and how the customer is feeling. Are we talking too much, too little? This rule helps us gage that.