The Secret To Selling More Is To Know When To STFU.
Lee Kantor
Business RadioX? Founder | AltMBA Alumni | Helping Business Leaders Build Community By Sharing Stories That Matter
"You had me at hello." Even the great sales guy Jerry Maguire had to be reminded to shut up. He won. He closed the deal. There was nothing more to say. But he couldn't help himself. He had more important thoughts to get out of his head. Good sales people sometimes talk too much. Bad sales people always talk too much.
If you are struggling with sales. I'll bet it's because you are doing too much of the talking. I know you're excited. Your product is so awesome. You can't wait to tell whoever will listen all about it.
But please I beg of you - act like a doctor and don't prescribe until you diagnose. And you can't diagnose until you know why your "patient" is in pain. You have to get to the bottom of your prospect's pain. The only way to do that is to ask questions and to listen.
Spend twice as much time listening then talking. Spend three times as much time listening then talking. I take that back, you cannot spend enough time listening. And you can spend too much time talking
Here is the proven sales system we use at Business RadioX.
Listen. STFU. Ask questions. STFU. Learn. STFU. Recommend. STFU. Leave.
Bad sales people try to impress prospects with their encyclopedic knowledge of their products. They love vomiting up all the features (most of the time before they even know what the prospect needs). Bad sales people love to show off how smart they are. They can't help themselves.
In sales there is something worse than not getting the sale. It's getting the sale then buying it back because you couldn't STFU.
If you struggle with sales and want to learn more about how owning and operating a pro-business media outlet in your market that sells itself can improve your business, check out MyBRXStudio: There’s no better way to amplify the voice of business and make more money than by sharing the unscripted stories of local business leaders like we do at Business RadioX every single day.
Retired
9 年If only I could flash a sign to every salesperson who could not STFU!
CPA, International Business and Tax Problem Solver and Advisor at BDO, Bitcoin believer, meme and dad joke afficionado
9 年Another well written article by Lee Kantor!
Experienced performance improvement management consultant available for next client engagement or contract role.
9 年Great point. (Suggestion: Check the use of "then" vs. "than" however.)
Digital Project Management | Social Media | Email Marketing | Digital Content Management | SEO/SEM
9 年Amen. You had me at the title. How many "sales guys" who need to hear this are reading right now? Because there's a few of them I had to disconnect because they thought they were sending pitches "once in a while" and it was really "every day". Don't have time, buddy!
Chef/Owner at The Portable Chef
9 年Well said, sir.