SHUT The F UP
By all means, please shut up. This goes out to all sales representatives who have the tendencie to be a chatter box. How many times have I been on meetings and had to listen to a sales rep that could not stop talking. Yapping on and on about him or herself. Explaining the virtues of their product. Praise and praise and praise for them, relentlessly trying to convey their point of view to the client. Without coming up for air.
All of this without any consideration to the potential client at the meeting. Not reading any of the signs put out by him. Not asking any closing questions. A big yap fest, all the while thinking they are in the drivers seat and moving towards the close.
Rule #1 in sales is stop talking and listen.
We have all seen this. So many sales teams have multiple examples of this type of sales rep. The non prepared, self conscious rep that will never learn or wont try to. Every industry is littered with them. Not unusual average is now the norm in sales. Not unusual that great sales women and sales men hold on to all the respect they have earned. The profession is ripe for new achievers. So few step up to the plate and try hit it out of the park, or at least, get a base hit.
What is the most disturbing aspect of all, is this attitude is not only displayed by rookie reps, but also by veterans. Listening to your client is the only opportunity you have to identify the pain points they have. To acknowledge what they require. Does your product or service meet the requirements of the client. Are you on the right track.
During all steps of the sales process listening is key. Whether you are only at the discovery phase or ready to hand over the contract for a signature. Stoping and noticing what is being said by others will reveal a wealth of information that would remain unatainable if you didn’t stop talking.
This morning I was present on a sales call with a C level executive that has the power to make or break a deal. The sales rep started to present and never stoped for 40 minutes. In the mean time the C level exec started to cross his arms, look at his watch. He even got up to through something is the trash, turning his back to the presenter. On and on it went. Finally the sales rep stoped talking.
Funny how something as simple as not talking can become very difficult to achieve for some. Even if this trait is thought and reviewed at countless sales meetings and trainings. How do you expect to get insight on the client or prospect’s needs? When you stop and listen, he or she will start to converse with you. Yes, you are reading correctly. They will start to have a conversation with you. Bounce ideas around and get into details of their business. They will start to open up and chat about their weekend or interests, hobbies and family vacations. All of this priceless information is within your reach. You don’t have to pay anyone to get it. Everyone has something to say if we just stop and listen.
On your next sales call, stop, shut up and discover. Try it in your personal life, you will be surprised at all the benefits it will bring you and those around you.
