Another sales myth exposed
You may hear that you should practice the 80/20 rule on sales calls. That is, prospect talks 80% and you talk 20%. How this has persevered through the years I know not…
First, talk ratios depend on the call type – discovery v. presentation “should” have a different ratio
According to the Jolt Effect study, top sellers actually talk….wait for it….
58% of the time
What!?
Yep…
Here’s why:
- They’re the expert
- They know more than the prospect
- They help prospects stay focused and on task
Some takeaways:
- If you want a ratio – 50/50 is good one, provided you’re adding value
- Your goal as a seller (the ABCs of selling) = Achieve Buyer Confidence
- An 80/20 talk ratio does not serve the goal of achieving buyer confidence
- Use your good judgment, hold sales tips lightly – selling should feel good