Does silence make you nervous? What if saying nothing sometimes, is the best thing?

Asking questions to uncover the primary problems, and the path to the solution, is essential as a smart salesperson. Sometimes, after some more simple questions, the prospect may have nothing to say at all – This may be a moment of thought. Many salespeople, people in general, cringe when there is silence and want to fill it right away. They assume that quiet means death of a sale, and that something wasn’t said right on their end, or a point wasn’t made that should’ve been made,

Recall a time when speaking too soon hurt a sale?

We love to hear the right things, and assume the best, without digging in the career of sales. There is fear, no, that if another question is asked it won’t be followed by the answer we want? If a salesperson hears “This is very interesting, I just want to think it over, then get back in touch” from a prospect, they might celebrate after the call. “Interesting, he said”! But, what this salesperson did was assume that “very interesting” meant, well, genuine intrigue and desire. In reality, the salesperson never

When has a signed contract come from a salesperson’s monologue?

It seems to make common sense. To know how best to approach a prospect, and how to highlight the service or product a salesperson is selling, that a salesperson ought to be doing the most listening. Prospects should always talk the most. The more and more a prospect talks, the more a salesperson will be able to determine if a sale is possible.

Yet, as many in sales know, this rarely happens. Think of the rambling salesman, running around a car with a potential customer pointing at all the

Have you noticed potential customers seem to need more time to process, the more you present?

The journey of a sale is all about leading a prospect to the point where they see that the product or service a salesperson offers, is the solution to their problems. An easy scenario, is that of a children’s adventure fantasy – like a jungle story. Think of slides, presentations, drawn out explanations, as giant walls in the path in the midst of this jungle – and they may not be appealing, dark and ugly. On the other hand, look at simply asking questions

Ever thrown an answer into the fog of a prospect’s first question, only to lose the battle?

Initial questions, are surface questions. And an initial answer could in the end spell certain doom to a sale. A prospect may not understand exactly what they want, or need. And you may not completely grasp the value of you have to offer to end their pain, or create long-term solutions to their problems. If you present what you consider to be the solution, before you know the best answer, they may instantly shut you down. Then you are pinned in a corner,

Have you experienced the wonders from the word of mouth?

There exists a picture of the average salesperson sweating, running, desperately trying to keep things alive and doing all of the work. Imagining their sales career as a garden, they are constantly checking on it, finding single seeds in the ground and nurturing them; hoping it blossoms, in this case into a sale. But nearby seeds remain unattended, potentially rotting, and only the salesperson can work on them to grow something out of them. This salesperson is working alone, and far too much.

For the intelligent and successful salesperson, they

Take advantage of lessons you learn from every objection while prospecting. It will up your game.

A common theme with all aspects of sales is that failure is a constant in sales. When it comes to prospecting calls, it is especially prevalent. The person on the other side hangs up again. Before that, someone else said they have no interest, another feels satisfied with what they have, or any other textbook objection you’ve heard a hundred times before. It will always happen; because every single call isn’t a winner, and that’s just the hard reality.

What can happen, is

How often have you tried to get a contract signed, when there just wasn’t any connection?

Have you ever approached a stranger on the street, given them the entire pitch of your product or service that costs $10,000 in a mere two minutes? Would you honestly expect them to buy it on the spot? The first dial, the first encounter, is supposed to be a quick and simple effort to become acquainted. The purpose is to see if there may be interest, and then set up a meeting.

On a cold call, or first contact, the prospect may not

Procrastinating never turns out well, especially when you are looking for new prospects.
Do you remember a time where stalling cost you stalled revenue?

Those who are successful in sales can appreciate the enjoyment of looking for prospects. Of course there is not much joy to be found in a world where facing rejection happens day in, day out, while making a bunch of cold calls. However similar to a basketball player alone in a gym, shooting a thousand free throws, salespeople focused on closing the deal or making that shot, understand it’s something that just has to be

Have you ever said something about your offering that was never questioned?
Then the prospect suddenly gets uncomfortable and changes their mind about the deal . . .

This is an important concept that all salespeople should keep in mind during their next presentation, formal introduction, or final meeting to sign a contract. It’s not a good idea to bring up a new feature or aspect of your product that the prospect never asked about, as great as it may seem to you. That one last feature may be the selling point in your eyes, but could be the