| Tricks of the Trade© |
Morning edition Wednesday July 26, 2000 |
Listen More, Talk Less
One classic mistake made on many sales calls is thinking you need to do all the talking. The best salesmen I have ever met, asked questions and listened. Then they simply filled the clients needs and offered solutions to problems. When we fall in to a habit of talking too much, we risk coming across, as a wheeler-dealer know it all, which just wants to land the job. When we ask questions, we come across as a person who is concerned about them and their satisfaction. They actually sell themselves as they develop a trust and a relationship with you as a person. So ask questions and let them open up and talk about their concerns. You might even ask them what their biggest concerns are when it comes to hiring a contractor? The answers you get may surprise you. Never under estimate the power of a few good questions!
All articles appearing on this site are copyrighted by the Painters Chat Room. Permission to reproduce any portion of
this site including submitted articles must be obtained by e-mailing us at administration@painterschatroom.com. (c) 2000