This is Why you need to learn how to shut up
I love this title. It’s pretty rude right? I’m sorry, I don’t mean too.
Anyway let’s get down to today’s lesson. One of the first things my millionaire mentor taught me about sales was shutting my mouth. Literally. Who would have thought sales 101 starting with not talking?
You see, the best salesmen and saleswomen in the world just so happen to also be the best listeners in the world. Not only that, but they ask some of the best questions in the world as well.
Most salesmen meet a potential client and immediate start blabbing on and on about their product as if the potential customer woke up that day thinking, “damn, I hope some annoying sales person comes and talks my ear off today.” If you walk up to a guy wearing sunglasses and start selling him on why your sunglasses are the best on the market; and then it turns out that person is blind. Doesn’t help you much does it?
One of the best reasons to ask questions is to qualify people. Why try to sell sunglasses to a guy that can’t even see?
Imagine again that you went to the blind guy and asked him if he liked his current sunglasses. And he said, “you know I’m blind so I can’t really tell what they look like, but I will tell this, they kind of rub me to hard on my left ear.” Bingo, now find the solution and sell it to him.