Some people think if they spew out their sales pitch fast enough, they’ll get more sales. Bzzzzzt! Wrong.
Selling isn’t about you, it’s about the other person — what they want, what they think they need. No amount of talking and cajoling will convince them if you don’t listen to what they have to say.
And, frankly, getting into an overcome objections cycle isn’t the way to go either. The key is to focus on what you hear them say and deliver your sales message response as a perfect fit to help them out.
But most sales people don’t listen. Particularly phone sales people. Here’s an interesting sales call.
Me: Hello, this is Denise O’Berry
Caller: Yes, hello. I’d like to speak to Denise Berry.
Me: May I ask who’s calling?
Caller: Yes, this is motivation magazine and we want to send her some free copies.
Me: I’m sorry, she’s not available.
Caller: Oh. OK I’ll call back later.
This call started out on the wrong foot. One, the caller didn’t pay attention to who answered the phone and two, they got the name wrong. You’ll never make sales if you aren’t engaged in your sales process and listening to what’s happening during the interaction. Start listening better right now and you’ll see a great improvement in your sales success.
What do you think? Leave me a comment.