No matter how much a lady or guy crushes you, if you talk too much on a first date, you will mess things up. No matter your excitement, if you are too eager to talk, you will hit the rock faster. The first date even determines whether or not she would love to see you again.
Talking too much does not build connection, it inhibits connection. This is because the other party is already saturated or overloaded with too much details and with little time to process.
It is the same thing in marketing. You want to make more sales? Learn to keep it short and simple. keep your mouths shut and your ears open.
You must try as much as possible not to make the conversation more about yourself. Do not talk about yourself, your product features or services when selling. When it comes to selling, silence is golden.
One of the reasons you are not making sales is that you are speaking when it is unwanted. You are speaking when it is not needed. You are speaking when it is not necessary. You kill the sales process when you provide more information than required.
You should not provide answers to questions that have not even been asked yet. Don’t raise objections that have not been raised. You will be saving yourself from messing a great potential deal.
The effect of talking too much is that your potential buyer would assume that they are not being heard. In other words, your prospect will not be able to connect with you, your business, your product or service.
One incredible fact is that your prospect does not really care much about all the details and information you are loading them with. They don’t.
What matters to them is only what is in it for them. This is why you must learn how to take a pause before you give a response, especially after your prospect has spoken.
An immediate reply or response can impede or hamper a conversation or a sales process but listening well will help you to discover the painpoint, needs and interest of your customer. Your prospect has many unspoken needs that only a listening ear can unlock.
Before you sell to any prospect, ask questions. Let your customer do the talking. Give vital information so as to motivate your prospect to tell you more. This will help you to frame your marketing words as the authentic solution that your customer needs.
When pitching a sales to a prospective customer, try as much as possible not to interrupt the conversation. This is a very common mistake that most businessowners make.
Apart from being impolite and making you look unprofessional or unethical in your delivery, it also crash into your prospect’s thought. You affect his ability to make a purchasing decision and you also affect his thought process.
As you go about marketing your products, you must always bear in mind that making sales has little or nothing to do with overloading your prospects with unnecessary information.
I understand that keeping your mouth shut in the presence of a prospect can be very difficult for you. Not withstanding, this is the winning strategy.
Always bear in mind that during a sales process, your product is not as important as your solving your prospect’s painpoints. To make a successful sale, you must first be able to recognize your client’s needs.
In some cases, your prospect already know about your product. To make them buy, tell them how your product will benefit them personally.
In other instances, your prospect may not even have any knowledge of their problem or may not acknowledge that they have a need. They often keep it as a secret and use it for negotiating advantages.
Hence, it your responsibility to get it out of their inside by asking perceptive questions. These are the kind of question that will assist you to reach the painpoints of your prospects. It will tell you more about their needs and desires.
Try as much as possible to concentrate your sales pitch particularly around those needs that your prospects care most. These are what matters most to them.
The truth is, sometimes you just have to generate your answer via the back door, rather than making use of the front door. The more brilliant questions you ask, the more insight you gain to design a suitable sales pitch that specifically suits your prospect’s needs.
Do not jump into pitching directly to your prospects without first building a relationship with them. Make sure that you nurture a relationship with them.
Talk to them in a similar way as you would with your family and friends. Be yourself. There’s no need to switch into a sales mode as though you are reading from a script with exaggerated tones and speech patterns. Do not recite your sales pitch when selling.
If you jump right into pitching your product, your odds of closing the sale are going to materially decrease. Why? Because you have no idea yet, what your client actually needs. In fact, you should not even pitch your product at all in the first meeting.
Build a relationship with them first, asking the key questions, learn their pain points, and THEN set up a second meeting that specifically addresses their most pressing needs. This way, your odds of closing the sale will materially increase.
Marketers who suffer from “diarrhea of the mouth” will mess up a valuable sales process. Talking too much will put your customers to sleep in the first meeting.
The first meeting is the most important, to making sure you get the next meetings and the sale! So, the next time you want to open your mouth in a first sales meeting—it better be asking questions and not pitching products.
If the prospect asks you a question, give a brief answer then move on. Be a subject matter expert who is known for sharing knowledge to help your prospects make the most informed buying decision possible. Become a credible authority by telling your prospects something they don’t know.
While you probably have a fancy presentation deck about your company and its products, push it to the side and lead with valuable educational contents.
© Kingsley Ndimele
Your Reliable Consultant