Shut Up – OR You Gonna Lose The Sale!

Today’s post will be a short one. I’ll make it snappy.

I want to touch on a sales bad habit of mine. I swear to you.

I’m trying to change actually. And I’m pretty sure many of you are making this very same mistake – over and over again.

What is it?

It’s a very bad example of salesmanship.

That’s the tendency to over sell.

Imagine when you do your pitch…assuming they respond positively to you…and you had them nodding your head in agreement…then go for the kill

Don’t keep staying there…talking and talking.

Shut the hell up – and MOVE!

That’s why it is important to ask them questions.

Do they understand the benefits? Are they clear? Do they agree with you? These are important because you engage them. And you can observe their body language. If they are for you – or against you?

When you sense you have them in the bag – go for it! Don’t wait. Don’t talk more than is necessary.

Get the contract signed. And bugger off.

Talk more and you risk them losing interest. And off they go. No more money for you!

Let me know your thoughts on this.

[tags]E-MoneyMarketing, sales process, salesmanship, persuasion, sales technique[/tags]

lol, i find this so funny because I do the exact same thing. “Don’t keep staying there…talking and talking.”. I dont know why i do this, i either think its because im nervous. Thats why I hired someone to handle the phone calls on our website.

@Jordans:

You know something? Just today I had a meeting. I was shooting my mouth off about the benefits about my service.

And they weren’t really responding. So I stop. And I immediately asked them questions to get them engaged. Then the conversation went better.

From here, we can know it’s not enough to just feed your prospect info after info. It’s a lot about engaging them too.

Sell. Hold back. Ask question. Sell…

Anyway it’s good to know what you have hired someone to do your phone sales for you.

Hope everything is working out fine for you! =)

Cheers,
Jag

Right, I think if you want to make a good sales you have to interact with your customers, not just you keep on talking and talking about services or else your customers get mad at you and you will not make sales.

Oh yeah…the more you talk, the better the chance of putting your big foot in your mouth. I think we’ve all been there. Your advice is good – sort of like the old saying “don;t just do something, stand there” (how to avoid knee-jerk impulses)

LOL this event is so funny all sales man are stupid.

Yeah overkill is not good. Thanks for sharing!

Good post. Communication is so important in salesmanship!

This is a great post, and I’ve read about ideas similar to this many times before. Salespeople often do make this mistake, and talk their way out of a sale when they already have it. Once you see the signs that the prospect wants to buy, move immediately!

People are interested in what _they_ want, not what you want. So, as another poster suggested, it’s best to talk to them about what they’re looking for. And heed the reply.

Got a good belly laugh out of that one… Unfortunately for most of us the hardest thing to do when selling is to shut up. As an old man from Montana once said, “The first one to talk loses”. Of course that’s after you’ve asked to close the sale. Now that one’s worth writing down!

Very true. You should only say enough to let them know why they need your product and let the rest sell itself. Too much pressure will almost always lose the sale.

good point; the more a sales person talks to me, the more i lose interest in what they are saying.
-jason

@ Thailand World, Irish World, Aircraft Guns, Roger Hamilton:

As you said correctly, interaction is important. When the sales person talk too much, the other party loses interest very fast. Now I cringe whenever i think back of such mistakes of mine in the past.

@ Nicoolo:

Yep. Talk about what they want. Not what you want. The focus is always what’s in it for them.

@ Ecomeerce software:

“The first one to talk loses” – absolutely true! =)

@ Trent Brownrigg:

You are right. Say what is enough. And the product should then sell itself. More importantly, let the customer talk – and try to get him to – sell himself!

Thanks all for your input!
Jag

@

Hi Jag,

You are absolutely right. Silence is an incredibly powerful sales tool if you know how and when to use it. It’s human instinct to want to fill that void though.. tough one to learn. :)

-Matt

Matt Levenhagens last blog post..Outsourcing to Increase Time and Profit

Good point – all too often salesmen start becoming too friendly with customers, discussing other stories and going off topic before getting the contract signed or sale made.

so true. i’ve been in situations where i’m ready to buy, but the other party just doesn’t shut up. :D ah well.

koujis last blog post..blog action day 2008: philippine poverty haiku poems

Right, I think if you want to make a good sales you have to interact with your customers, not just you keep on talking and talking about services or else your customers get mad at you and you will not make sales.

I think it is due to the lack of confidence that this happens.

Jag,

After reading this you are right, it is better to ask question than have a speech prepared.

I could not agree more. Once you have a prospect closed, no need to oversell. Always leave them wanting more if anything.

Communication is one of the important things for sales. Thanks for the good post.

best regards form Munich

Overselling is like putting a lot of makeup on a beautiful woman. The result is that the woman’s natural beauty fades away. The makeup makes her an ugly creature. Just like that in selling. Make everything natural and true beauty would come out it.

Actually,salesman are not trained to think they are trained to sell the products at any costs.

But,most companies do not realize that too much talking of salesman really annoys customer and he starts avoiding them.

There cant be a better post on salesmanship. Though talking is essential, excessive talking mars the business. Thanks for the interesting post.

Tracy Benungski – Internet business make money onlines last blog post..These 2 Elements = Profits

This rings so true with any and all sales. On too many occasions I have just kept blabbing on about how awesome the product or service was and I could tell with time they were getting disinterested, so I tried to sell harder and the deal didnt go through. I have noticed though when you ask them questions and basically make them tell you who they are and why they want a product the sales become way easier. Great post and definitely beneficial to those who are new to sales.

Todd Anderson

All Student Rentals

@Matt:

Silence is powerful. You put pressure on the other side to speak up, which then puts the ball in your court – and advantage!

@ Kouji:

You do feel like sleeping when that happens right? I know I do. =P

@ John:

Yep…leave them wanting more. Make them buy more from you!

@ Tracy:

Thanks for your comment. Over-selling is like NOT selling at all.

@ Todd:

This is a common mistakes MANY MANY people make. Including me. It’s alright. Most importantly, is that we learn from it. =)

Thanks all!

Cheers,
Jag

No one like to be sold a product or service. It is ok to suggest and inform a prospect, but never try to sell them an item, because you will show them your sale is more important than their satisfaction.

lol! this sale are so funny. Thanks for all your input.

I totally agree. Once you have made the sale, don’t do anything tio screw it up.

It’s my first time to visit this site, thanks to google! I hope i am not late for this information. I will try to check it out later. tnx

There are sales people, who are not able to highlight the advantages of the sold product and hence people are not able to understand the utility. Of course not to mention that since there is lots of competition in the market customer can change their mind.

Jayden Fellzes last blog post..And The Winner Of The Beginners Blog Profits Contest Is…

I agree to some level, since I don’t think it’s a matter of how much you speak rather than a matter of who to speak with.

@ Jojo:

I get what you mean. It’s who you speak to – without a doubt. We structure our sales pitch according to the other person’s response.

What I’m trying to say is that, once we have sold someone – stop there. Don’t over-sell, and pitch more than is necessary.

Jag

Right, I think if you want to make a good sales you have to interact with your customers, not just you keep on talking and talking about services or else your customers get mad at you and you will not make sales.

Waters last blog post..Water for Fuel

This is so true..I totally agree with you!!

I agree totally you need to be very careful when you are pregnant

Jill Hins last blog post..Why do People Use Them?

Yes your right …they should sort out some other new way for making their sales a success!!

It is right sales people generally don’t understand this. Good one thanks for sharing

Monty Js last blog post..Camping Gadgets

great article dude!
well well written, you have a keen eye on what’s going around..

cheers

Messy Designers last blog post..A Biased CEO Of An Unbiased Google?

Very informative article. As you have told to change the way of marketing. I think the complete moving from the old way will not help the marketing. Thanks for sharing with us.

Some times it is advisable to stop talking, tell them a little and let them ask to know more.

Do you think they are having a sale? Way too much

For me, nothing wrong with sale, and who are addict with sale because through sale you can afford a little bit those things you want.I am one of a sale addict person.I only go to the mall or department store if their are lot of sale.

I guess some salespeople love the sound of their own voice.

I too get annoyed when people talk too much especially when it comes to the sales department..!my interest starts to lose once there’s too much said about the product by the sales person…!They should really realize their mistake..!

Humm!! You i don’t like the sale because there is just waste of time and money both.

This is so true..I totally agree with you!!
Do you think they are having a sale?
No man that’s why i suggested,
it’s best to talk to them about what they’re looking for.

Yeah, I really agree with you so true funny not a right way for marketing and sale.

Talking more in sales is the biggest mistake that a sales person does!! even if the customer finds the product interesting,the continuous gabbing puts Off them!!

I believe we have different views to different situation. Well, i think sales person should lessen too much talk. right?

Might be true what you’re saying – had a horrible sales pitch today myself.
London Photographer´s last blog ..Happy Puppy