Why Salespeople Need to Stop Talking and Listen

this is what not to say

What do you find most annoying when trying to make a purchase?

For me, it’s deciding that I want to buy the thing and then feeling doubt as the salesperson keeps talking after I’ve agreed to buy.

Not just talking but telling me more than I need to know.

This is often a problem when looking for the big purchases in life.

I don't mean the everyday things of life but the significant purchases, for example, a new house, car, or kitchen.

But let’s take this to a business setting.

Simple truths

If a salesperson wants to make a sale, they must first sell themselves and then their product. This is because people are more likely to buy from someone they trust and believe in.

When you’re trying to sell something, your goal is to make your message as convincing and believable as possible.

Avoiding anything that might cause the purchaser to doubt your message — you want to make them feel confident about your offering.

It’s so easy to talk yourself out of a sale.

If you’re selling a car and the sale has been agreed upon, resist the temptation to talk about last week's sales meeting when the new season's colors were unveiled.

You just spent over an hour selling the trendy blue car; don’t mention a sensational red one potentially being available in six months.

You’ve listened to why the car needs to be purchased immediately, so close to the sale of the blue car.

Don't even hint that a red car may be available in six months.

No doubt

Doubt kills a sale, as well as the frequent use of certain phrases.

Here are four of the most common statements a salesperson should avoid.

• I don’t know It’s important to avoid using a statement that suggests a lack of knowledge about the product or service or an unwillingness to find out. Instead, demonstrate that you are willing to learn and have the resources to find the answer.
• I’m not sure This statement lacks confidence. Be assertive and know your product.
• Let me check with my manager This phrase indicates a lack of control and confidence. If you need to check with your superior, do so discreetly.
• No. This is a definitive answer that immediately shuts down any further conversation. Suggest an alternative instead.

Avoiding these simple mistakes will increase your chances of making a sale and keeping the customer happy.

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