If you are a sales person and you love your product and service this is a good thing. Yet if you are so excited that you become a one-man testimonial then you are telling and you are not selling. Salesmen often talk too much about their companies rather than listening to the prospect in order to sell their products and services. How can you know if the prospect or potential customer is interested in your products or services if you do not listen? How do you know if you are having the customer or prospect level with you on their needs and desires if you are not listening? How can you expect to read the customer to see if you have answered all their questions thus far and they are willing to further discuss it and enter a sales process with you? How can you know any of this if you will not shut up and listen, instead of bragging about your product or service or even yourself for that matter as many salesmen and women so often do? I have always said that; Salesmen Often Talk Too Much about their Companies. Do you do this? If so why; that is to say why are you wasting the prospects time and your own and limiting your companys sales and your commission as well? Tell me, do you or do you not wish to increase your sales? If so you will need to remember what your Grandfather said. You have two ears and one mouth, why not use them in that ratio. Consider all this in 2006. |
