704.559.9097

Are You A Sales Conversation Narcissist? – Richa

Are You A Sales Conversation Narcissist? – Richard Marcus

  • 15 Jun 2016
  • Comments (0)

Do you think you talk too much when selling? Do you know other sales people or managers who talk too much? I have had customers tell me that some sales people talk too much and over the years this has been a very common complaint about distributor sales people and their managers. Prospects and end- users frequently feel “talked down to” when sales people talk too much.

Richard Marcus

How many times have you talked yourself right out of a sale? How many missed opportunities to establish meaningful rapport can you recall? When other people talk too much we notice immediately. When we talk too much, everyone else notices.

While long discussions can enrich relationships (when the customer or prospect initiates it) today most time starved buyers and prospects prefer salespeople who can effectively get to the point.

A Harvard Study Revealed

Talking about ourselves—whether in a personal conversation or through social media sites like Facebook and Twitter—triggers the same sensation of pleasure in the brain as food or money, researchers reported.

About 40% of everyday speech is devoted to telling others about what we feel or think. Now, through five brain imaging and behavioral experiments, Harvard University neuroscientists have uncovered the reason: It feels so rewarding, at the level of brain cells and synapses, that we can’t help sharing our thoughts. Diana Tamir and Jason Mitchell are the Neuroscientist and Social Psychologist that conducted the research.

Win More Business

Armed with this new information this is what you can do to control your talking and build more productive relationships. Commit to being aware of the natural inclination to talk. Prepare thoroughly for every business conversation so you are less stressed and anxious. Your preparation should include at a minimum these four questions; what is my call objective? what information do I need to acquire? what information do I need to give? and what is the path forward. This applies to telephone and in person calls.

Check your ego, many sales people want to impress prospects/customers with their product knowledge. This leads to wasted time and missed opportunities. Instead of asking good, tough, timely questions….questions that help the prospect think about their situation in a new way….questions that challenge the way a prospect is doing things currently….questions that reframe the issue and create urgency….questions that highlight the consequences of NOT acting to fix a problem….questions that help you earn respect and credibility….questions that uncover compelling reasons for the prospect to move forward with you.

Remember just because you’re talking doesn’t mean you’re selling. The prospect/customer is the star of the conversation not your products or services.

Vue Coaching & Sales Training offers 1:1 Coaching Programs, Group Coaching Programs, and Workshops & Seminars.

About

Richard Marcus is a Certified Sales Coach & Sales Trainer with 30 years of Fortune 500 Corporate Experience and an Executive Advisor with Boardroom Advisory Group.  He founded Vue Coaching & Sales Training to support Sales Professionals, Small Business Owners and Entrepreneurs to reach their full sales potential, make more sales, earn more money and have fun in the process. Email richard.marcus@boardroomadvisorygroup.com to schedule a complimentary consultation.

Lastest Blog

View All Blog >

Archive

%d bloggers like this: