I spend Fridays in an upbeat little café meeting with prospects and customers and sales training team members. Last week, I asked my newest team member, Molly, to join me in a meeting with a prospect while I introduced him to the customer retention tool I use. At the end of the meeting I asked Molly for some feedback.
She said, “I’m amazed how little you talked! You asked a couple questions then sat back and just listened intently while the prospect talked. He told you all the reasons he needs what you offer and you hardly said a thing!
Her comments would have been music to my mentor’s ears. If he told me once, he told me a hundred times, “Become a master of asking questions, then close your mouth and listen 
carefully to the answers.”
No matter what industry or line of work you’re in, this sales advice will serve you well. One of the biggest mistakes we make in human interaction is we talk way too much.
Sure, we might ask a question or two, but if the person doesn’t respond within 4.3 seconds, the silence becomes unbearable and we start talking again. Big mistake – especially if you’re a sales professional. Learning the art of asking questions and actively listening is essential for sales people, and so is being comfortable with the silence between the two.
Not quite there yet? Try this sales tip the next time you’re meeting with a prospect or client.
Ask a great sales question then close your mouth and put a soft, expectant smile on your lips. (Imagine zipping your lips shut if you have to.) Then, focus on your breathing, in and out. If that doesn’t calm you right down and get you comfortable with the silence, recite this little sales mantra (not out loud!) a colleague created, “The more you say, the less you make.”
– Colleen
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