One of the biggest mistakes I see sales reps and entrepreneurs make is diarrhea of the mouth. They are either so taken with their own voices or so nervous that they can't deal with silence, that they'll talk themselves OUT of a sale.In any sales situation there are two critical times when you need to talk LESS and shut up MORE.
The first is when you are trying to find out what the customer wants. I see people asking questions and then chomping at the bit to interrupt their customer and pontificate on the subject further. You already know what your voice sounds like and your prospect isn't that interested....unless your voice is focused on how you can help them. Ask questions and then SHUT UP and listen.
The other area what I see a lot of people fail is when asking for the sale. Keep this in mind: When you make the close, SHUT UP. Often, the first one to speak, loses.
I, for one, am an analytical person. I don't make snap decisions. So if you've presented the facts and are asking for my decision, I am probably going to be quiet for a minute or two because I'm thinking. Maybe I'm trying to frame another question or, perhaps, I am trying to make a final decision.
If you keep interrupting and adding details or try to "better the deal" cause the silence is killing you, you are quite likely to lose the sale.
Remember that quote: LESS IS MORE.
In this case, LESS talking means MORE income.
