Enough About Me - By Kelley Robertson

What's the one thing most people like to talk about?

Give yourself a gold star if you said themselves.

Unfortunately, this concept prevents many sales from moving forward. In most sales conversations the sales person spends most of his time talking about his product, service, or solution which means he is essentially talking about himself. However, the prospect has the innate desire to talk about her situation, business, or circumstances. The longer the sales person drones on about his solution, the more likely the prospect will lose interest in the conversation.

The most effective sales people understand the importance of getting their customers and prospects to open up and they spend the bulk of their time listening to their prospect talk about their specific situation. They ask questions that encourage open conversation. They probe when they hear something vague. And they resist the temptation to talk about their product or service until they know as much as possible about each prospect.

The challenge is that most sales people feel that they aren't selling if they aren't talking. But remember, the more someone talks about their situation, the more information you will gain which will help you better position a solution.

Have a productive and profitable week!