SHUT UP!

When your prospect is talking - SHUT UP and let them talk.

This isn’t just some random piece of advice, it’s a strategy that works. 

When you allow the prospect to speak freely, allow them to talk about their true needs, concerns, and motivations. This information is incredibly important so that you can position yourself to deliver exactly what they need.

When you finally get the prospect to talk, you gotta stop talking, and let them talk about their pains, situation, etc.

Believe it or not, you’re actually NOT supposed to be talking for the most part of the sales call.

That’s the prospects job.

Example:

On a call, you ask a potential client, "What challenges are you facing with your current marketing strategy?" 

Instead of jumping in with solutions, listen. They might reveal that their customer engagement is low or that they’re struggling to reach their target audience. Now, that you have this knowledge, you can offer a solution that directly addresses their specific problems, making your pitch far more effective.

By listening more and speaking less, you’ll not only build trust but also close more deals. Make this your approach, and watch how it transforms your sales conversations.

Okay, I’ll give you one more example which will make you understand everything.

When you go to the doctor, and you say that you have stomach pains every now and then…

Do you think a doctor would ever just give you medication and let you go?

No, exactly.

The doctor will ask questions about your problems, and you’ll be talking, and they will then afterward give you the solution.

So in essence, just pretend you're a doctor, but for businesses.

With that said, have a good one!