You Talking To Me?
Yes I’m talking to you and no this isn’t a joke
about New Yorkers (I am a New Yorker so tread lightly)! So I will ask the
question again, are you listening?
Why Do I Care?
So much about your business is based on
listening. Building businesses is what we do so if I care about this you should
too. Why? Because when you aren’t listening you aren’t engaging. If you aren’t
engaging with your customers and prospects you won’t be in business much longer.
Launching Is For Rockets Not Salespeople!
Don’t launch! For some reason when most
salespeople get in front of their prospects they launch into what they or their
company does. Aren’t they supposed to jump in and tell the prospect what they
do? Don’t you want them to get the information out as quickly as possible? NO!
The best thing a salesperson can do is to ask
questions about the prospect, their job, their company, etc. and then… shut up!
Yes I know that is harsh but I watch people go into situations and it’s like
they are bursting to get the information out and blast the prospect and all the
prospect wants to do now is get the salesperson away from them as fast as
possible and the sale is now lost.
Are You Listening?
Rather than tell the prospect how great you
are, why not ask them what their issues are? Why not help guide them from their
problems and pain into a solution that you provide?
You can’t offer the solution if you haven’t
listened to them to find out their problems. You can’t lead them to victory if
you don’t know what is defeating them. Stop talking and start listening and you
will be miles ahead of your competition. How do I know? Because I am out with
your competition on a daily basis and they aren’t listening!
A Very Short Interview!
A few years back I was looking to hire some outside
salespeople for a company I was running at the time. We had a lot of
applications so I would have to quickly weed out those that weren’t qualified.
One of the applicant’s came into the interview and
told me he was a great salesperson because he loved to talk, and he proceeded
to prove his point by launching into a high speed assault on my ears. Needless
to say the interview ended very quickly.
Be The Best!
If you want to be the best then you must learn to be
the best. Know your information better than anyone else, know your market
better than anyone else and make sure that you LISTEN to your prospects. If you
run into a tough sales call, ask yourself: Are You Listening? You just may
surprise yourself by what you find out. Make the necessary adjustments, learn
to listen and you may quickly rise to the top.
Until my next post, smile and listen!
Dean
Marchese
The Dean of Success!©
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About
the Author:
Known
as The Dean of Success© Dean Marchese has built
businesses from scratch, turned others around and helped others grow beyond
their dreams. He has helped tiny startups become major players and major
players stay at the top.
He has trained and worked with over
30,000 salespeople and owners around the world become massively successful and
he can help you too.
Why
waste years of your life figuring out how to do something when someone can show
you how in a very short time?
Let
me know your thoughts and how your business is doing by commenting or emailing
us.
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