sales advice

To Sell More….Talk Less

Almost every sales person I’ve ever met talks a lot. I don’t just mean a lot, I mean they talk too much.

In sales, the customer wants to be the focus of the deal. The customer wants to be the focus of the conversation. The customer wants to be the focus of the relationship. When a sales person comes in and all they do is talk about themselves, it turns off the buyer. BECAUSE, it’s not about you! It’s about them!

Think about your last buying experience and think about a sales pro that really made you feel good about yourself. Was it because they told you what they had for dinner last night? Or how many countries they’ve been to? Or was it because they asked you questions and were honestly, genuinely, interested in you?

I don’t have the gift of gab. I don’t talk too much. Quite frankly, there are times when I don’t talk enough. But I’m genuinely interested in other people’s lives and experiences to where I have an easy time building and fostering relationships. It’s not because I don’t talk too much, but that helps. It’s because I want to know my customer’s likes and dislikes, cares and worries, what they do for fun, and how I can serve them.

If you want to sell more, you need to learn to talk less, listen more, and have a genuine interest in your customer’s life, goals, and company.

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How to Deal With Difficult Coworker/Sales Rep

I was in the process of making the company I worked for a lot of money. Like tens of millions in a short amount of time. I had made contact with a company in my territory and immediately established a good relationship with the decision maker, who just happened to live a mile away from where I grew up. I was also making a lot of contact with other companies we could potentially work and establishing relationships with them.

In comes my boss….here’s the new sales rep! He’s going to split the business with you!

WTF.

I immediately viewed him as a threat and started searching for other jobs.

Then they made me train him. Not only were they giving him half of my territory, they were going to make me train the SOB?!?!

That’s when my attitude changed. It turns out he was out of a job due to the economy and wasn’t looking to step on my toes. He was also very good at selling and building relationships and I realized I could learn a lot from him.

It took a couple years before we became the friends we are today, but he and I still stay in touch even though we’re both at different companies and live hours away.

If you are having to deal with a difficult coworker or sales rep, first try to spend more time with them to see things from their point of view. Not just a 10 minute meeting a day….you need to go on a business trip with them or a long drive to visit a client.

Try this and give me feedback on what you found!