You’ve most likely heard the line “telling is not selling.” Yet how many times have you started by asking questions of a prospect only to veer off into a lengthy educational discourse on your offering? It’s a tough habit to break if that’s what you’ve been doing over the years. Yet with proper coaching and practice, you’ll find people will sell themselves on you if you conduct a proper Consultative Interview. Ironically, by talking less, you’ll be demonstrating your expertise by the quality of questions you ask.
To recap, perhaps the best sales coaching I can give you:
Ask questions first, then STFU — Shut The ForGodSake’s Up!!!
(What did YOU think the “F” stood for, hmmm?)