No. 1 Rule for Effective Selling:
"Selling" isn't happening
when the salesperson is talking.
"Selling" is actually
when the prospect is talking.
move to a conversational format at the earliest possible moment.
are often based more on posing issues and questions and less on
conveying lots and lots of information. "Selling" is not
about content. It is about
finding a "fit."
Finally – and this is the
hardest part about selling – here is a reminder about making the
selling process truly effective:
" ? "
That humble little
punctuation mark denotes the end of a question. For
"How can I help you?"
"What is bothering you about
your current situation?"
"What is your company trying
"Would it be meaningful to
shave 20% off your current processing time?"
"If you could increase throughput by 8%" what would that be
worth to you?
Given Options A, B and C
from us, which one would best serve the needs here at your
"Are you in position to
place an order today?"
The question mark means (or
should mean) "Shut up and listen!" Once the
question mark is reached, then no matter how long it takes your
prospect to begin speaking, whatever happens next is likely to
be pure gold.
Listen. And think very
carefully about what is said (and the way it is said).
And then respond to it. You will be amazed at the
Your Selling results.