Your guide to a healthier perspective of life
“A fool thinks himself to be wise, yet a wise man knows he is a fool.”
Smart people ask great questions, they don’t pretend to have all the answers. You have to be willing to listen and to be open to the possibility that you’re wrong in order to understand more. Learn when to talk and when to listen…
Sales scripts don’t work because they are too structured, and the customer does not feel listened to. It’s best to let a natural conversation flow while still getting the information you need from the customer, rather than sounding robotic and reading off a list of questions or looking at a scripted “conversation.”
You should have certain questions you want answered so you can determine how to best help the customer, if you’re a good fit for them (and if they’re a good fit for you), etc. But really, you should be listening and responding authentically to establish the best rapport with the customer.
Ask more questions, but ask better questions too. You already know what you think you know. Your goal should be to understand what other people know (or think they know). What can you learn from them? But don’t pester them with annoying questions.
Be curious. The more curious you are, the faster you’ll learn and grow as a person. And, hey, some additional perks are you’ll probably have some great conversations and grow stronger friendships too.
Most people make simple problems and solutions very complex. Anybody can do that. Experts make the complex problems and solutions simple. They can clearly and concisely explain things in layman‘s terms and don’t have to use fancy words or industry jargon to try to prove their intelligence.
Work on listening more and speaking less. When you speak, do it clearly, concisely, and with confidence. Simplify your answer as much as is required – no more, no less.
Good salespeople have good answers. Great salespeople ask great questions. Ask open-ended questions and then repeat their answer back to them to get your prospect to feel understood. This also helps because it allows the prospect to clarify something you may have misunderstood or assumed incorrectly.
If you are confident in your abilities and are a good communicator (i.e., you listen well and know how to encourage others to give you more relevant information), you will do well in sales.