How many ears does a human have?
And how many mouths does a human have?
We should learn to listen and talk according to that.
We have two ears for a reason. To listen.
As a salesperson, you should listen (to your prospect/client) 85% of the time, and ask questions the rest of the time.
When you are really listening, you show the prospect that you are in tune and at the same pace as them.
These are some “DOs and DON’Ts” of salesing:
Make them feel safe.
Genuinely show that you listen and you care.
Cut them off in the middle of talking.
Jump in to dispute what they are saying.
Listening is an art. Learn to do it the right way.