What Buyers Hate About Sellers

The following is taken directly from an email I got today. Go to his website, get stuff like this free in your e-mail too! Buy some of Jim's stuff like I did. Do Both! But use it, and practice it. Then you can watch your life change.

The more things change, the more it seems they don't change.

Most salespeople just don't get it. Too many salespeople just talk
too much.

One of the fatal flaws of professional selling is too little listening
and too much talking.

According to John Asher, another sales trainer, 95% of all salespeople
talk too much and I think he's right.

Salespeople just love to talk. And why not - that's why you're hired.

The best salespeople listen more than they talk and the simple truth
is the less you say the smarter you'll sound.

Take a breath and and try using your ears more.

In fact, employ your ears before you engage your mouth. As soon as
you start listening more, you'll start learning more about your
customers. This is what selling is all about.

When you do this your sales performance will sky-rocket.

I have a confession to make. I didn't always do what I'm asking you
to do.

In fact, growing up in New York, I was everything but a good listener.

I remember my first sales job. I also remember being able to talk
so fast I could complete sentences for anyone I happened to be talking
to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could
also say I would routinely get mugged by my own mouth.

Talking too much and talking too fast isn't an easy habit to change.
But change you must if you want to succeed in sales.

There is just less tolerance for mediocrity today. Truth be known,
you can cut back on your talking as soon as you start asking better
questions. It's simple and it's easy.

Just don't try winging it. A good word is like a burning ember that
lingers on. Imagine stringing good words together to create powerful
questions. WOW!

Good questions are what great selling is all about.

I've written a book about questions, but most of you already have
that one. Maybe it's time to write a new book about the best questions
to ask prospects and customers.

You can help me write the book and see your name and questions included
in the book.

If you have a really good question that you'd like to share with other
professional salespeople send it to me via e-mail.

If I use your question in my new book, your name will appear in a list
of credits in the new book - and I will send you a complimentary copy
of the eBook version of book.

Please send only open-ended questions. These questions should have
between 5-12 words and cannot be answered with a one-word response.
Good open-ended questions can begin with the words how, what, describe,
and tell me about.

Just as a reminder, the title of this letter is What Buyers Hate About
Sellers. You now know that buyers don't like salespeople who talk too
much.

What Buyers Love About Sellers are really good questions that show
genuine
interest and concern for the buyer.

Nothing shows a buyer that you care more than a good question.

Don't forget to send me your best open-ended questions.

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