Do You Hear That?

It's the sound of your prospect walking away.                                             

You can learn a lot more from listening than you can from talking. Find someone with whom you don’t agree in the slightest and ask them to explain themselves at length. Then take a seat, shut your mouth, and don’t argue back. It’s physically impossible to listen with your mouth open. 

– John Moe, Radio host and author of Conservatize Me. 

That is what was printed on the back of my Starbucks cup one morning. There’s a ton of truth to this. Sales is not about telling a prospective client how great your product, service or company is. And it's not telling them what they need. It’s about asking the right questions, closing your mouth, listening and offering the best solution to your client. Even if that solution means sending them and their money elsewhere. Being a good sales person takes patience, empathy, courage and yes, sometimes, silence. It’s amazing what a client will tell you if you just let them!

Here's what Scott Ginsberg (The Nametag Guy) said about listening.

And as for that uncomfortable silence? Let it happen. Those moments can be golden!

 

Comments

[HELLO, my name is Scott!]

Thanks for listening!