There is a skill to selling. The most overlooked, by most sales people, is the ability to know when to stop talking and let the buyer express him or herself. Here are some tips to use when meeting with your customer that may help you create a conversation, but at the same time, know when to stop talking!
- After asking a question, pause and give the other person time to reflect on what you just said. They will then begin to answer the question.
- Do not interrupt the buyer when you are listening. There is a tendency to “barge” in on the conversation to make some point or another. Resist that temptation.
- We all like to think that we have a better story or a better idea, and as result, we jump in on the other person’s conversation. Let them finish their idea, and it is not necessary for you to “one up” the conversation.
- When closing the sale it is always best to let the customer speak. They will tell you what is right or wrong about the deal, and that is the only way that you know what to do next. Listen.
- When meeting someone for the first time, you should know that 65% of your communication style is non-verbal. Give the person time to size you up. Nevertheless, begin the conversation or meeting with a smile and a firm handshake. People like to feel the grip of the other person’s hand. Smiling is important, too.
- You have the right to disagree with the customer, but be careful about which battles you are fighting. Sometimes it is better to leave the situation alone, and come back to it another time. There is no point in winning a worthless war.
- Make sure you compliment the person for something. Thank them for the meeting, tell them you enjoy their place of business and find something to like about. Express that often.
- When closing on the order, stop talking. The more you speak the more you risk of getting a cancellation as you said too much; which wasn’t needed.
- Leave after the order. Too many sales people stay once they have completed their sale for an extended conversation. Do not run out! However, leave.
- Always thank the person for their time and courtesy even if you did not get the sale.
Steve Schiffman has been training sales people for 40 years. He has written many sales books, and has spoken before 5000,000 sales agents in 9000 companies. He can be reached at 212 836 4719, sschiffman@steveschiffman.com.
