You ready brother??
Salespeople love to talk!
Worst, most of us talk an inappropriate amount of time in front of prospects!
Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, “Mentally Preparing for the
Face-to-Face Sales Call”.
Danny, a billionaire after selling the company to Unilever.
In his evaluation, told his sales manager:
“Keith, you did a nice job today with our products.
Thank you for the care you put into the presentation.”
“But you talked too much!
We didn’t learn what we should have about their business”
“God gave you two ears and one mouth for a reason, and that’s the percent you should use them.”
“When you’re talking you aren’t learning”
“Two ears, one mouth. Remember that for next time”
By the way there’s a famous saying in psychology…
“People always evaluate themselves favorably not accurately”
Prospect should speak 80% of the time!