22.02.2017

Shut up and Sell

MLP Training Training Provider

Want to know the secret of selling more? 

According to one of the most experienced and successful salespeople attending a recent MLP Sales Training Programme, it’s simple: “Just shut up and sell!”

It may seem like a flippant comment but for would-be sales people starting out on their careers, or those that would like to sell more, it’s the best sales advice you’ll ever hear.

Why?

Because you will listen your way into more sales than you will ever talk your way into.

It’s an approach to selling that goes against the stereotypes of the chatty salesperson who could talk the hind legs off a donkey. But those stereotypes are based on common selling practice…not insightful best practice.

In my experience, great sales people don’t talk very much at all, but they make what they say matter. They ask great questions. Then they listen. And they really listen, without interrupting or finishing people’s sentences for them. They shut up and sell, using their great listening skills to keep the prospect talking.

That listening approach to selling not only helps the prospect to relax, it’s also great for rapport building and it helps the sales person clearly identify the best way to help the prospect to become a satisfied customer.

Why does it work? Because people like to buy but they don’t want to feel like they’ve been ‘sold to’. You’ll never meet anyone that says ‘let me show you what a salesperson sold me yesterday’; but you’ll often hear ‘let me show you what I bought yesterday’. 

Great sales people understand that people buy for their own reasons. As a sales professional, your job is to get them to tell you what they want and why they want to buy it.

You can only do that by asking great questions, listening to the answers, clarifying those answers, then confirming your understanding. Of course you’ll need to speak, but your words will be targeted and meaningful, not only for you as a salesperson but for your prospect as an individual.

Without squandering words on a sales pitch that wastes time pushing the wrong solution, you can skip straight past any resistance and go straight to reasons to buy.

So, next time your meeting with a prospect and you feel the need to launch into your tried and tested pitch.

Stop....  Remember the ‘Shut up and Sell’ advice and just start listening.

 There are a number of sales programmes taking place throughout the year, for more information Click HERE
  • Sales Training
  • Sales
  • Sales Coaching
  • sales development
  • Sales Courses
MLP Training Training Provider

As author, publisher, trainer and motivational speaker, I have trained over 10,000 people and inspired professionals across the UK, USA and the Far East. Working as a Training Consultant to many of…

Comments

Business Management

5 steps to Develop an Exceptional Sales Team

Where to start…. Let’s take you though some crucial stages in developing your exceptional…
Business Management

Become the leader you are destined to be and discover...

A great leader attracts great people and knows how develop their skills and potential to…
Training and Development

Problem Solving Techniques made easy

One of the most powerful techniques for problem solving is to focus on the Problem not…

More Articles

Business Management

Are you in tune with motivation?

I’m often asked what the winning formula is for motivating a sales team and helping them…
Business Management

Question You Should Ask About Your Business ???

As we go into we the new year I wanted to give you a powerful MOT from our Problem…
Business Management

7 Steps to Problem Solving

Focus on the Problem not the SolutionOne of the most powerful techniques for problem…

Would you like to promote an article ?

Post articles and opinions on Manchester Professionals to attract new clients and referrals. Feature in newsletters.
Join for free today and upload your articles for new contacts to read and enquire further.

Find the right professionals in Manchester

View The Full Index

Search By:

Submit your Enquiry here

Enquiry Details

Contact Details