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,

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

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,

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

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