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

Wonder what’s going on when a prospect tells you they want to think about it for a bit?

One thing you never want to hear in sales is “Let me think about it.” When a prospects says that, chances are they are hoping that the passing of time will make it easier to say “no thanks” at the end. After all, with a week or two passing, priorities and budgets change, or suddenly the prospect will be unavailable or too busy and tell you to try back in three to six months. They let you down without making themselves

Ever received a quick “yes” from a prospect . . . and the next day received a call hearing them say “nevermind”?

It’s natural to get excited in the world of sales, especially when you feel you are on the verge of closing a sale. On the flipside, you may have felt let down when a buyer contacts you after receiving the contract and they changed their mind altogether.

This is a common mistake that happens when you feel the need to pressure a prospect into closing quickly. You come to an agreement, draw up a contract and

After a conversation ends with a prospect, have you ever found yourself believing things were going in one direction, while the prospect was going another way?

Miscommunication between buyers and the sellers happen all the time and can derail some of the greatest transactions. Here’s an example of how “smoke” between the seller and the buyer can cause such difficulties.

One example, is walking away with different expectations. After shaking hands at the end of a very positive meeting, the salesperson thinks that the next meeting will result in signing a contract. The buyer was enthusiastic, and their

Have you ever given a prospect a dozen reasons why they shouldn’t buy in the first two minutes?

The value of a salesperson’s words goes up over time. Each word you speak displays your ability to give a prospect what they need to solve their problem. Your service or product can solve their problem. If you reveal all of your insight right after shaking their hand, you may be showing the prospect what they don’t want in front of them, or that don’t make any sense yet.

Instead, let them introduce themselves; listen to their woes, and ask thought

Can you recall a time when you felt devastated after a prospect changed their mind?

Failure happens to salespeople all over the world who are willing to take risks to close more deals. People that don’t beat the down-curve in sales are those who emotionally take it as an irreversible fall.

However, leaders in sales look at times of failure as learning experiences to create new tools and techniques to use the next time a lead comes close to a loss, they know it’s not a big deal to fail now and then because they know they will

People out there need what your business has to offer, they just don’t know it yet. You’re helping them by calling and informing them about what you do, and how you can help save them time and money. You believe in your brand, and your offerings or you wouldn’t be in business. Customers are loyal and have referred new business to you, but you still need more growth. If you have a small business, it may be especially hard to carve out time in your day to work on business development, but it’s a must for any business. If you’re