Success on a sales call does not mean dominating the conversation. Oh sure, you”ve likely heard such wisdom about listening before. It makes sense. But based on national averages, few people actually practice it. Listening experts say that most of us listen with only 30%-50% efficiency.
I don”t know what causes salespeople to turn on the verbal waterfall once they get a moment of opportunity to speak. Fact is, the other person”s desire to listen to you is in inverse proportion to the amount of speaking you do. Talk a lot, and their interest wanes. In addition, their desire to participate in the conversation diminishes the more you talk. They get bored. Lastly, the more you talk, the greater the possibility you”ll mention things they can object to.
Action Steps: Everyone knows how to listen. Technique is not the problem. The key is selling yourself on WHY you need to listen. It”s the same with any activity.
If your desire to do something is strong enough, you”ll get it done.
Therefore, when you find yourself taking a mental vacation during presentations, ask yourself this question:
“Why do I need to listen to this person?” The answer tends to snap you back to the proper perspective.
“Because what this person says will tell me exactly what I need to say in order to help them buy, therefore putting more money in my pocket.”
Have your purpose in mind before and during every conversation.
To your success!
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