In Sales The Most Important Thing to Say is….
Mike Brooks, www.MrInsideSales.com
I know, it’s a catchy and kind of a trick title, isn’t it?
And when I ask audiences what they think it is, they guess things like:
“Asking for the sale!”
“When would the customer like delivery?”
“How many units do they want?”
Things like that. All these are good guesses – they are all closing questions and these are arguably the most important things to say, but the number one most important thing to say is…
That’s right, remaining silent after asking a qualifying question or using a tie down or a trial close, or – and this is especially difficult for most sales reps – when the prospect gives an objection (because a prospect will often explain his or her reasoning), and so remaining silent at these moments actually is your most powerful tool.
The reason for this is that your prospect or customer has all the answers as to why they’ll buy or not buy, as to what you need to say to steer them towards the close, and to what objections or obstacles you need to overcome – and how to overcome them.
Read more at EyesOnSales.