Average sales people talk too much.
It’s usually out of nervousness, lack of confidence or lack of
training. Maybe you’ve
said something like, “Neal, how quickly do you plan to implement our
product? Most customers like to
implement in the first quarter.”
Why are you asking the question if you don’t seem to care about their
The worst time to over talk is when you are trying to close a deal.
After you ask a closing question, SHUT UP.
Let me repeat this because this one tip can make you a lot of
money. After you ask a closing
question, SHUT UP.
I know this concept seems obvious but it is difficult for many people
because it creates tension. This
pause is sometimes referred to as the “pregnant pause.”
(You can draw your own conclusion.)
No matter how hard it is to keep your mouth closed, no matter how
much you want to say something to let your prospect off the hook, no matter
how much you just want to be done with that uncomfortable feeling, do not
say anything after asking the closing question – or any question.
As your prospects start answering your single question, your
confidence will grow and this will become a habit.
– Implement this lesson starting with your next call and BE QUIET!
– Make sure your sales reps embed this approach.
It is essential for sales growth.
It will also help develop their self confidence as the orders start