Hit the Pause Button and Watch Your Business
Grow
Most people believe that to be good in sales or customer service, you have got to be a good talker.
You
often hear people say, "You have the gift of gab; you should be in sales!" Nothing could be further...
More
Hit the Pause Button and Watch Your Business
Grow
Most people believe that to be good in sales or customer service, you have got to be a good talker.
You
often hear people say, "You have the gift of gab; you should be in sales!" Nothing could be further from
the truth.
Many top sales people are defined as introverts on psychological tests-up to 75 per cent of
them.
They would much rather listen than talk in a sales situation.
Poor salespeople dominate the
"talking," but top salespeople dominate the "listening.
" Sales and customer service superstars practice the
70/30 rule.
They talk and ask questions 30 percent of the time and then listen intently to their customers
70 percent of the time
Unfortunately, many sales and customer service personnel, if they ever do take time to ask questions,
seem less interested in listening to the response than in getting on with the next question they want to
ask.
This creates "question shock," when too many questions are fired at the customer in
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