Most Salespeople Get This So Wrong (Sales Hack)

Introduction

The most brilliant salespeople listen more than they talk. This is one aspect that many get wrong all the time. Super talkative individuals may be encouraged by family and friends, with comments like, "You should get into sales because you don't shut up." Yet, that may be far from the truth for effective selling.

In a comprehensive study that examined a vast array of sales calls across a portfolio using AI-driven call analysis, the data revealed a notable insight: the best salespeople listen twice as much as they talk.

Here are a few key points to remember:

• The person who answers questions is the one being interrogated. You don't want to be the one getting interrogated. Instead, strive to be like smoke – difficult to catch or pin down.
• When asked questions like, "What makes you better than your competition?" you should pivot the question back: "What things are you looking for?" This technique keeps the conversation focused on the prospect's needs.
• Follow up their responses with questions that dig deeper into their answers: "Why are those things important to you?"
• Remember, they believe little of what you say but everything they say themselves. The goal is to have them articulate why buying from you is a good idea, not for you to tell them.

Sales are more effective when you let the prospect do most of the talking. You guide them toward a solution by asking the right questions, making them realize their needs and how your product/service fits in seamlessly.

Keywords

• Listening
• Salespeople
• Questions
• AI analysis
• Prospects
• Interrogation technique
• Effective selling
• Conversation pivot
• Prospect needs

FAQ

Why is listening more important than talking in sales?

Listening helps you understand the prospect's needs and tailor your approach to address their specific concerns. It also makes the prospect feel valued and heard.

How can I deflect questions back to the prospect?

Use techniques such as answering with another question. For example, if asked what makes you better than competitors, respond with, "What things are you looking for?" This redirects the focus back to the prospect's needs.

What if the prospect insists on getting a direct answer?

While it's essential to understand the prospect's needs, you can mix both methods. Give a brief answer and then follow up with a question to steer the conversation back towards them.

How can AI help in improving sales conversations?

AI can analyze recorded sales calls to identify patterns, keywords, and effective strategies used by top salespeople, providing valuable insights for improvement.

How do I know if I am talking too much in a sales conversation?

If you find that you are doing most of the talking or answering too many questions without understanding the prospect's pain points, it's a sign you need to listen more.