May 2, 2008, Newsletter Issue #185: Donīt Talk Too Much
Tip of the Week
Many, many sales calls have ended badly because of a sales
representative who talks too much and listens too little.
This can be a result of a lack of preparation or an
inability to understand the roles of the sales rep and the
customer.
Sometimes a sales rep becomes gabby because he is poorly
organized and not prepared for the sales call. In advance,
organize the presentation relating to your product into a
concise, informative package. Make certain you have a
strategy for presenting this information. Also, gather
everything you can about your prospect/customer and how he
uses the product you are selling.
What is your job as sales rep? Primarily, you are there to
find out the customerīs needs, not present your product. In
other words, the product presentation should focus on how
you are filling the needs expressed by the customer. Since
you must determine these needs to be successful, talking
too much can create an atmosphere in which the customer
becomes quiet and fails to express how you can help. A
better approach is to ask leading questions to get the
customer to talk about the concerns and situations with
which you can help.
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