The most successful salespeople are the best listeners. Yes, successful salesmen must be articulate, but listening is where you build rapport. And it’s rapport that a salesman needs to increase closing success. Rule No. 1: If you’re talking, you’re not listening. Rule No. 2: The more you talk (and the less the client does), the lower your success rate. The simplest way to talk less is to ask questions and be quiet.
If you want to sell more, learn to be quiet and get the customer talking. Prospects often will talk themselves into a decision. They want to simplify their purchasing process, get it over with and go with the best possible price and the most trusted salesman. Help them do that.
