Are you losing the sale?
Are you in business and one of those chatty people who just loves to talk? Do you have the ‘gift of the gab’? Does the idea of sitting in front of people and telling them all about your business fill you with excitement and enthusiasm? How’s that working out for you in terms of your sales conversion rates?
If you’re not hitting your sales targets, here is my number one tip for business success – SHUT UP!
How Not to Increase Sales Conversion Rates
I was recently having a chat over coffee with someone who I was looking to do business with. Their business solved one of my problems. So I was quite keen to know more about them, what they did and where the opportunity for my problem to be solved came in. They did not know that I was looking at their business for this purpose.
How did the chat go? Well there was no sale! The person I met with spent so much time (50 mins of the allocated 1 hour) telling me about themselves and their business, that they failed to engage me in the process. When I lost engagement, they lost the sale that they didn’t even know was quite literally sitting in front of them.
So what are the take outs for you, you chatty sales gurus?
- As the saying goes, we have two ears and one mouth, use them accordingly
- Ask questions with the genuine desire to find out more about the person in front of you
- Ask questions
- Try asking more questions… (you get the message)
- Shut up and find the gap
- If you solve a problem that the person has, help them by taking them through the sales cycle
Love to hear what lessons you’ve learned in your journey to being exceptional sales people, so write a comment. If you keep missing the sale, get in touch, I’d love to share some insights (once I ask you a bunch of questions! 🙂 )
Tags: Business Professional Development Sales