The economy may finally showing signs of stabilizing, and the decline in certain sectors is slowing down, but we are not out of the woods yet. The ability to get a prospect’s attention and make the most out of every meeting and phone call is critical in a tough economy. If you refine your sales technique now, the good habits you develop will only help you in the long run, and yes, help you when the economy gets back up and running. Try the following tips to refine your sales technique, and hopefully, close more deals:
Use Questions and Stop Talking: Most salespeople get into the trap of talking too much when nervous. Or, they talk too much because they believe that if they tell the prospective client everything about their product or service, something will strike a chord and lead to a sale. You may talk too much and still get a sale, but I can guarantee you have missed a sale by saying too much. You will find out a lot more about the prospect’s needs by listening to them. Based on the answer they provide to your question, you can qualify the prospect and determine if they may ever buy your services.