George Washington was a famous listener.
In fact, even though he was unanimously elected president of the Constitutional Convention he rarely engaged in the debates. However, his influence is largely attributed for convincing all thirteen states to ratify the new Constitution.
Let the Client Sell You
My experience confirms this as a killer sales strategy. People love to talk. If you can restrain your urge to do the same your prospects and clients will invariably tell you exactly they need to hear to be convinced to make a decision.
Remember to listen closely so you don’t miss the gift.
Then when you do speak…simply give them the pitch they asked for it.
Stop Trolling for Hints
Those who don’t follow this advice often use a tactic I like to call baiting or trolling. This technique typically plays as badly to the client as it sounds. You’ve heard this sales people that are continually throwing out ideas and alternatives hoping the client twitches just right.
They think this is giving them a clue into their buying mindset. Typically, they are looking for a graceful way to get you off the phone or our of their office.
If You Talk Too Much
If you can’t hold your tongue you might end up being an example of Abraham Lincoln’s sage words.
“Better to remain silent and be thought a fool than to speak and remove all doubt.”
What are your thoughts on listening for more for sales? Do you have a specific story or example where listening more got the sale?
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