Ever notice how we all learn everything backwards? From the day we are born we learn how to fit in. We socialise, talk and convince everybody how great we are. But the problem is we need to think different in order to succeed.
A sale is not about you convincing the costumer, is all about letting him discover what he needs. "How?" Let him or her do the talking. "And what should I do?" ASK QUESTIONS, BE QUITE AND LISTEN.
Let me give you an example of a common mistake that happens every day in sales:
A salesman is talking and talking. You know, the annoying type, the one that never listens. The customer says:
"Yes but..."
Our salesman interrupts the customer and continues his explanation without listening: "And you should know that with our product..."
Why on earth do we do that? Because in the heat of the moment we don't want to stop. We learned that talking more equals convincing. The truth however is just the other way around. Convincing is saying "You are wright!", then listen some more and ask questions that lead up to your point/product. Every time you should try to listen instead of thinking about: “What am I going to say next?"
Maybe the customer was just looking for the toilet in your store but you didn't even notice. Why? You didn’t ask and you didn’t listen.
Now I just saved you a lot of money on consulting in just a few lines.
