Sales- the less you say, the more you listen!

The less you say, the more it appears you are listening!

Many of us got into sales because we are talkers. We have the gift of gab. We want to work with people. These were all the wrong reasons for getting into sales. As it turns out, you have to be concerned about others, not yourself. We have to listen to others, not to ourselves, or we will begin to starve! What to do? Take a deep breath. Lots of them! We have to learn to let the other, less interesting people talk. This is a tough business we are in. We have all the answers and they have all the lines. This is not a formula for a hit show. It can be if you just will not step on their lines. Let them talk. They may tell you something. They usually tell you everything if you will just let them get a word in edgewise.

Take notes. You don't ever have to read them, but it keeps you from talking all the time. Even if you know everything, ask "Is there anything else I should know?" Try to slow down. Put pauses in your presentation. Try to sell without a presentation. Some of the best in the business sell only with directional questions.

Bite your tongue. Keep quiet. Maintain eye contact, and good things might happen. Let them buy. You may not have to sell. "Tell me more!"