You know that urge you have to talk when selling?
Don’t.
Try this, instead:
- Resist the urge to speak.
- Hold off on that anecdote
- Don’t share that story
- Let your prospect talk
- Build on what they say
But how?
Two quick tips:
Pause
- Build pauses in
- Just stop talking
- Smile and nod
This allows your prospect to interject, ask a question, or just reflect.
Questions
Learn to ask them and and to listen to the answers…
Here are a few:
- I’m hearing this [insert industry concern], is this your experience or not so much?
- How is this sitting with you, or is this not what you had in mind?
- What haven’t we covered that you wanted to talk about?
- How are you feeling about this?
- Anything else?
Prospects appreciate the space to speak.
Give it to them.