Trey Morris, on May 23, 2023
New business meetings are exciting. It's easy to get caught up in the excitement of closing deals, showcasing your product, and convincing prospects that you have the perfect solution.
You want to start selling, pitching your product, and showing off your brilliant product knowledge. DON'T DO IT!
Just shut up and let your prospect talk.
The secret to successful sales is not just about talking but also about mastering the art of listening.
Emily Nelson, on September 29, 2021
Is it possible to sell faster by talking less?
Absolutely.
When sellers rely more on listening — active listening to be specific — their ability to understand client needs throughout the sales process accelerates. This not only gives sellers an edge in crafting unique solutions for each client, but it also helps sellers discern early on if a client is the right fit for their product before investing large amounts of time with them.
Active listening is a skill that can be learned and benefits both sellers and clients alike.
Kurt Sima, on April 8, 2020
At the core of every successful workforce management practice is communication. As managers and sellers adapt to this new normal, clear communication and scheduled talk time is more important than ever before. Talk time comes in forms such as:
Email is great for communicating data and confirming details, but nothing beats a conversation. Especially when the person on the other end of the line—phone or video—has a problem and needs to tap into your problem-solving expertise. Whether with your sales team, customers, or prospects, regular check-ins promote open communication and stop larger issues from festering, as well as allow for immediate feedback.
Kurt Sima, on March 23, 2020
My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects.
Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy. You will have plenty of time to sell in the future (post-turmoil). Also, if you listen closely enough, you will discover business needs unknown a couple of weeks ago.
