{"id":3191,"date":"2009-11-23T09:49:16","date_gmt":"2009-11-23T14:49:16","guid":{"rendered":"http:\/\/37d57f8fa2.nxcli.io\/blog\/?p=3191"},"modified":"2009-11-20T17:23:36","modified_gmt":"2009-11-20T22:23:36","slug":"less-is-more","status":"publish","type":"post","link":"https:\/\/www.marketingforsuccess.com\/blog\/sales\/less-is-more\/","title":{"rendered":"Why Silver Tongues In Sales Are Vastly Overrated"},"content":{"rendered":"

Most people think that in order to persuade others, you have to be a real good talker. You have to have \u201cthe gift of gab,\u201d \u201ca silver tongue,\u201d or be a \u201cnatural born salesperson.\u201d The truth is just the opposite.<\/p>\n

The true professionals\u2014the successful people in sales are great listeners. What are they listening to? Their potential clients telling them their wants, wishes, needs and fears\u2026and what they want to own. <\/p>\n

Yes, people will pretty much tell you what they want to own, if you\u2019ll only give them the chance to speak. All you need to do is get them started. Then you simply guide the conversation along the lines you know it needs to take in order for you to determine needs, qualify and close the sale.<\/p>\n

When it comes to great salespeople, I will take an interested introvert<\/em> over an interesting extrovert<\/em> every time. While it may be true that interesting extroverts are the life of the party, drawing others around them, it\u2019s the interested introverts who make others feel important\u2026who gain their trust. And trust creates the environment for sales.<\/p>\n

In most cases, you will find that people who want to talk too much want to control the conversation and are more likely to be aggressive and pushy. That\u2019s the stereotypical salesperson, not the professional.<\/p>\n

Extroverts may entertain others. But it\u2019s the introverts who serve the true needs of others. And, believe me, clients love to be served. When in the presence of a true professional salesperson they feel they\u2019re being treated like royalty\u2026that they\u2019re the most important people on the planet\u2026that their needs are being attended to\u2026that their thoughts, feelings, emotions and concerns about the product or service at hand is of utmost importance.<\/p>\n

The salesperson\u2019s opinion of the product or service means nothing. You\u2019re not sitting in their shoes. Don\u2019t waste their time telling. Invest it in effective selling strategies that will allow the client to express their needs, ask plenty of questions and convince themselves to make the buying decision.<\/p>\n

– Tom<\/em><\/p>\n\n\n\n
About Tom Hopkins
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