Think about it – when you are buying something, you want to be listened to – and not talked at. It is no different for your prospects, no matter how charming you are.

Sales, Duct Tape, And You

You know it. So do I: duct tape can solve most any problem that man or machine can produce. Give me a roll of duct tape, and I’ll fix it every time. As a grizzled sales veteran, I look back on my career and wish that I had taken a roll of duct tape with me on any number of sales appointments.

Let me explain. Like many in the profession, I used to think that my greatest asset was my ability to talk. My early sales training backed this up: talk about the product, talk about the customer and you’ll make sales. And while I have experienced success in all points of my career, there does come a time to stop talking and listen. Yes, there have been times when a piece of duct tape across my mouth would have served me and my sales well. I have come to realize that the ability to talk can hurt as much as it can help. If you don’t agree, ask yourself the following question:

“How many sales have I lost because I talked about the wrong things, or just wouldn’t shut up?”

There. You’ve done it. Actually, you have done two things. You’ve just asked yourself a direct question, and in doing so, have just identified the solution to the problem – ask questions, listen, and talk less.

When you ask direct questions and listen to your prospects, two things happen: first, they tell you what is important to them – making it easier for you to give them what they really want and need; second, you send the message that your prospect or customer is more important than you – which is something that will start your relationship off on a good foot, set you apart from your competition, and ultimately increase your sales. You will be surprised to learn how many sales people either don’t buy into this idea, or give it lip service – and then keep talking.

Think about it – when you are buying something, you want to be listened to – and not talked at. It is no different for your prospects, no matter how charming you are.

The fact is the more pertinent questions you ask, the better information you get – all while talking less. The result? Stronger connections with your prospects – and more sales.

And let’s face it, listening is a lot less painful than using duct tape.