Yak Less
Most of the best sales professionals in the world got into trouble more than once for talking too much when they were in school. It appears now, though, that as professional salespeople, we’ve taken a perceived liability and turned it into an asset. The truth is that most salespeople love people. If we didn’t, we wouldn’t be in sales!
Now, as professionals with quotas to meet and commissions to earn, we are ready to funnel and control that energy in a positive way. We talk to build rapport, make our customers like us, and convey information. We just need to be careful not to have too many monologues! Remember, if you’re talking, the customer is not; and when the customer is not talking, there is no guarantee he or she is listening ...
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