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

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

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

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

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