It sounds rude when you say it to someone but I promise that in this case it is good advice. If you follow it you WILL increase your success in sales.
I have a question for you. What is EVERYBODY’S favorite subject?
Unless they are the single most selfless person on the planet people like to talk about themselves more than any other subject. It’s not that they care more about themselves than other people it’s just that it’s the one subject they know more about than anyone else.
So let me ask you another question. If you know that people love talking about themselves so much then why does your typical sales person walk in the door and not talk about the business owner??? If you want that business owner to work with you they need to like you. in order for that to happen you better express some interest in their favorite subject. While you’re at it you should get them talking about what is probably their second favorite subject: THEIR BUSINESS.
The point I am trying to make is this. A good sales person knows when to shut up and listen. You have 2 ears and 1 mouth. You are 66% ear so you should be listening 66% of the time. Don’t walk in to a prospective client’s place of business and start spouting off about what you can do and all of the wonderful products you sell. You should walk in there and have a conversation about the business and the business owner. Ask them questions. Get to know them. Get them to talk about their favorite subject and they will be your best friend. You will learn a lot about them and their business and maybe you’ll find a problem that needs solving. ( See our blog post from the other day about solving problems) THEN you can start talking about yourself and how you can help them. Until that time just shut up and listen.