The Number 1 Sales Myth By: Muhammad Zarif Did you hear the one about great salespeople being great talkers? They have the gift of gab and impress their customers into buying anything and everything. How did it get started and why is it a myth? The legend was mainly born because poor salespeople seem to leave a more lasting impression on customers than great ones, who make selling look easy. The worst sales reps are remembered for their excessive talking. From the moment a sales call begins, the weak reps dive into a routine to impress the customer with their knowledge. What they ignore is this truth: Effective selling begins with insight into your customer's needs. In other words, “the art of listening”. Only after hearing what your customers need should you begin a pitch about your products or services. Tip: Listen for three specific needs before you begin a presentation. A good listener focuses on the conversation and tries to determine what the speaker means. Next >> |
