All posts tagged: verbal vomit

Megavitamins for Customer Relationships

No comments

The Verbal Vomit

It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.

No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere to a better standard:

Say little, ask a lot.

When you live by this rule, you always hear more while keeping the buyer engaged in a much more compelling conversation. Since the buyer always believes him or herself but only sometimes, if ever, believes you, you’re letting the better closer close. And, when you consistently conduct yourself in this manner, important comments you make are actually heard versus dismissed, since you’ve demonstrated that you share only important details.

Not only is this standard soothing to buyers, like a spoonful of Pepto Bismol, it’s also a mega-dose of vitamins that establishes and grows healthy, long-lasting partnerships.

Scott WintripMegavitamins for Customer Relationships
read more

Don’t Be a Sales Schmuck

1 comment

Scott's Monday Morning MessageSlick lines, canned responses, and a voice that sounds just like the typical salesperson—a common combination for too many salespeople today. Even those who avoid this Wolf of Wall Street persona still tend to talk too much, listen too little, and dominate versus facilitate conversations with buyers. Is it any wonder that almost everyone, including salespeople themselves, dislike being on the receiving end of a sales pitch?

The definition of a schmuck is:

An obnoxious or contemptible person.

Even though many salespeople are far from the coercive schmucks portrayed in movies, most salespeople forget to ask themselves a critical question:

Would I want to be sold to by someone like me?

Chances are you’d find someone like you a little overbearing, at times, especially during those instances of the Verbal Vomit. Too much talking, even from the nicest salespeople, feels pushy and annoying. I know, I was one of them until I became a Sales Yogi, practicing Sales Flow instead of Sales Force.

Don’t be a Sales Schmuck. Say little, ask a lot. Hear people the way you’d want to be heard. Hold your tongue, showing buyers that you hold them in high regard. Don’t be forceful, be “flowful” as you facilitate conversations where the buyer sells his or herself on buying from you.

Always let the better closer close. Remember, it’s not you!

_____________________________

GAINYou’re definitely not a schmuck when you GAIN the latest innovations and true best practices. Become a charter member of GAIN today. Learn more

Scott WintripDon’t Be a Sales Schmuck
read more

Pepto Bismol for the Verbal Vomit

No comments

Watch many salespeople and you’ll observe the spewing of factoids, details, and feature-benefit chunks of information all over prospective clients. Even leaders often engage in this projectile-like communication as they tell their subordinates what to do and how to do it.

For decades, great lip-service has been given to the idea that we should listen more than talk and that we were given two ears and one mouth as proof. Yet, many spouting this wisdom continue to inundate those around them with voluminous amounts of words.

No one likes to be thrown up on and it’s certainly no way to start or grow an important relationship. Instead say little, ask lots of provocative questions, and build and deepen your connections with others as a direct result. Not only is this soothing, like a spoonful of Pepto, it’s also a mega-dose of vitamins to establish and grow healthy, long-lasting partnerships.

Join me on July 16th for Life, Liberty and the Pursuit of Balance. Learn more

Scott WintripPepto Bismol for the Verbal Vomit
read more