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LISTEN!
One of the biggest mistakes I see in new salespeople is that they are too caught up in themselves.
Sales training at most companies involves some sort of script, and when they first get on the phones, they robotically regurgitate empty lines into the phone. They’re never prepared to answer questions that deviate from their training, and they try too hard to remember canned responses.
The greatest salespeople, on the other hand, know when to shut up and listen. They know when to pause, and wait for the customer to come to their own mind about something.
They let the customer think they’re running the call when it’s really the salesperson that’s guiding them through it.
It’s about leading the horse to water, not forcing it to drink.
Steer the conversation in such a way that the customer comes to their own terms about your proposal, and ultimately sees it as a no-brainer.
People want to be listened to. They want their needs to be met.
If you can do that, then they’ll absolutely give you their business 💰