Sales success does not always increase with an increase in selling. By selling, I mean the time we are with our customers and prospects doing selling activities. As with so many other activities, selling is more about quality than it is about quantity.
Know when to shut up.
More words aren't always more effective words. We need to know when to keep our mouths shut (when our words aren't helping the situation, for instance).
Longer sales appointments are often better, but...
There comes a time where the law of diminishing returns comes into the picture. We need to know that limiting our time with a particular prospect might help us work with another one (or two).
Very few shoppers want to know everything about our products and services. Instead, they want to feel confident in their decisions. We should focus on creating confidence, not knowledge, with most of our prospects.
If you like this post (or don't) please leave a comment. Skip Anderson is the Founder and President of Selling to Consumers Sales Training.
He works with companies and individuals who sell to consumers in
B2C, retail, in-home selling, and the financial, real estate, and insurance
markets.
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