Ever left a meeting with a prospect and realised that you did most of the talking and you found out very little about the prospect and their buying motives?

All you ended up doing is what we call, 'unpaid consulting'. Where you educate the prospect, give away your knowledge and expertise, but fail to get any commitment in return.

The problem occurs for a number of reasons...

As a group, salespeople generally feel more comfortable talking rather than asking questions and listening.

Prospects know the right questions to ask to get you talking and divert attention off themselves, e.g. "Tell me why your different?".

To prove their credibility, people that sell, feel they must talk a lot, provide information and show how knowledgeable they are.

One thing is true, the person asking the questions is in control and unfortunately, that is rarely the salesperson!

Sales trained people know that, early in the sale, they are information getters and not information givers. They also know that they can prove their credibility by the types of

questions they ask.

At a first meeting you must aim to get the prospect talking for at least 70% of the time. Ask questions, lots of questions.

Remember, we have two ears and one mouth for a very good reason. Ask questions and don't talk to much.

Have you ever experienced this? leave your comments below>>

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