The Key to Sales Success

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The Key to Sales Success

The Key to Sales Success

By: Jermaine Mckenzie

Learn to Listen Well
A vital key to sales success is listening. The ability to listen well is

absolutely indispensable for success in all human relationships. The ability

to be a good listener in a sales conversation is the foundation of the new

model of selling. It leads to easier sales, higher earnings and greater

enjoyment from the sales profession.

Being A Good Talker is Not Enough
Many salespeople have been brought up with the idea that, in order to be good

at your profession, you must be a glad-hander and a good talker. You have

even heard people say, "You have the 'gift of the gab'; you should be in

sales!"

Focus On the Other Person
Nothing could be further from the truth. As many as seventy five percent of

all top salespeople are defined as introverts on psychological tests. They

are very easy going and other-centered. They would much rather listen than

talk. They are very interested in the thoughts and feelings of other people

and they are quite comfortable sitting and listening to their prospects. They

would much rather listen than talk in a sales situation. Poor salespeople

dominate the talking, but top salespeople dominate the listening.

Top sales professionals are those who have changed, adjusted and adapted to

the new world of selling. They recognize that sales success requires very

different approaches to the customer and the market.

Practice "White Magic" With Everyone
Listening has even been called "white magic." It is too rarely engaged in by

business people. When a salesperson develops a reputation for being an

excellent listener, prospects and customers feel comfortable and secure in

his or her presence. They buy more readily, and more often.

Practice the 70/30 Rule
You've heard it said that God gave man two ears and one mouth, and he is

supposed to use them in that proportion.

Top salespeople practice the "70/30 rule." They talk and ask questions 30

percent or less of the time while they listen intently to their customers 70

percent or more of the time. They use their ears and mouth in the right ratio.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, resolve today that, from now on, you are going to dominate the

listening in every sales conversation. Become comfortable with silence.

Second, practice the 70/30 rule in every sales conversation. Listen 70% of

the time and only talk and ask questions 30% of the time

To Your Future Success,
Jermaine Mckenzie
Team Leader
778-235-2811
Email: jermaine_mckenzie@yahoo.ca
http://www.homebizmarkit.com - Thanks for reading grab your FREE gift here!

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