Stop selling. It is invaluable advice for a sales team to learn.
After an hour on the phone with a prospect, Jeremy had only asked two questions. Patiently, he listened as he learned all about Sarah’s children and how they are dealing with school via Zoom and the challenges she faced with young kids at home without school.
Never during the call did he try to make a sale, close the deal, or move her into the next part of a funnel. He wasn’t selling although that is his job title.
Jeremy just listened and asked questions.
After talking about her family for almost an hour, Sarah asked if our company was going to offer any promotional specials on some of the products she needed. At that time, Jeremy responded with those special offerings and asked if he could tell her about something new; they carried that he thought she might find useful. He told her it might solve a problem she mentioned earlier in the call.
Salespeople who don’t understand the power of not selling, miss the opportunity to meet or exceed their quota.
Please, Stop Selling
Relationships, compassion, and empathy are the most under-appreciated skills for world-class sales folks. They close more deals because they understand the role that patience and listening make it the process.
We make most of our purchases based on irrational decisions because we liked someone and trust their word. A customer or prospect will share information that reveals the opportunity. But if you are talking and trying to lead them somewhere, they aren’t ready to go, and you’ll fail.
I wouldn’t use the name salesperson EVER on a business card or in your email signature.
I’d be more creative with words like listener, helper, and friend. I like the title Listening Manager.
Customers don’t want to be sold. They want to be witnessed, seen, and heard.
If you are quiet, your customer will tell you exactly what they want to buy.
Just. Stop. Selling.
Does your sales team need to learn how to stop selling?
I can help. You can set up a time chat with me about your marketing challenges using my calendar. Our initial conversation is free. You talk, I listen. Email me jeffslater@themarketingsage.com or call me. 919 720 0995. Visit my website at www.themarketingsage.com Let’s explore working together today.
Photo by Bethany Legg on Unsplash
