I’m still on a high from what I’ve learned at the Niche Media Conference and am personally putting those lessons into practice. In addition, I’m breaking down the lessons to share with our team to improve our overall sales effectiveness and, ultimately, be better service providers to our clients.
Today’s lesson is simple and brilliant. Are you ready for it?
Shut Up. Don't Throw Up.
Sales people tend to throw up information all over their prospect. Are you doing all the talking in your sales presentations? SHUT UP! Sounds harsh, I know. But I hope it got your attention. We need to stop talking and start listening. Brilliant, isn’t it?
When someone is trying to sell me and they do all the talking, I tune out. I get bored. I couldn't care less about them, their company, their new fangled gadget, their “awesome” technology, etc. You know what I care about?
How does your product or service help ME? Personally, how will this save me time, help my team, or make me look good to the boss? From a company perspective, how will this help us save money, make money, or get results?
To figure that out for your prospective customers, you need to stop talking and START ASKING! Ask better questions and listen to understand their needs/challenges and how you can help them.
Easier said than done, right? In my next post, I’ll share some questions to help you get the conversation started. In the meantime, I would love to hear any questions or techniques you’re using to connect with your prospects. Comment below or shoot me an e-mail.
P.S. This example is SO horrible, it’s too funny not to share. Take a look http://www.youtube.com/watch?v=tU1VFRlhsP8.
Written by: Jennifer Reeves, sales and service director at Serendipity Media, LLC