LISTEN MORE SELL MORE is the title of my new sales training book. But what does it mean? Truth is, it likely means different things to different people.
For some, this phrase points to how one can sell better. For others, the words carry an admonishment and a warning for sales people: you talk too much.
Sales managers have known for decades, perhaps centuries, that their sales people do talk too much, because they talk after they have asked a prospect a “closing question.” That’s the time that a salesman or woman must remain silent and let the prospect warm to the idea of making a purchase.
LISTEN MORE SELL MORE is also a statement of fact. Sales people who listen to their prospects more and who care enough to glean from them what they truly do want and need, or wish to avoid, really do make more sales in…
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