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In the early years of attending sales training seminars, one of the dramatic effects sales trainers, especially with a large audience would try for would be to tell us, “When you ask a question,” then they would pause for a moment and follow that by yelling, “SHUT UP!” They would continue with this cliché, “He who speaks first loses.”
If you’ve read any of my blog posts about heart-centered, soft sell sales, by now you should recognize that as a hard sell attitude. It’s all about control and a win-lose philosophy of sales. Nevertheless, today, I’m going to tell you something similar but from a different perspective.
When you ask a question, be quiet until your prospect or customer answers. So other than the fact that I chose to avoid saying, “shut up,” what’s the difference? The difference is respect.
It’s respectful to allow the other person time to think about what you asked. I know when someone asks me a question, I need to think about the answer for a few minutes. If you interrupt me while I’m thinking, obviously the question wasn’t important so I’ll pass on it. That meeting may then be over.
In this respect, you did lose, twice. You lost the opportunity to learn what my answer would have been. And you lost the opportunity to demonstrate your respect for my opinion, and therefore respect for me personally. As people usually like those who show respect for them and their opinions, you may also have lost the opportunity for a long term business relationship.
Here’s a quick tip to keep your impatience in check while your prospect thinks. I personally chant to myself because it keeps me centered and inwardly quiet instead of fidgeting. You can chant almost anything, but I find the following sounds useful: HU, Om, Aum, Amen (like Ah-men), Allah, or any other spiritual or meditative sound you like.
I avoid thinking at this point about what my counter will be if his response is negative. Heart-centered, soft sell sales is about understanding your prospects’ viewpoints so you can help customers buy. You’re not there to win debate points. You’re there to provide a service that just happens to be selling products or services that will help them solve their problems or obtain their desired results. When you help them buy what’s right for them at timing that’s right for them, you both win.
So, silence shows respect after asking a question, which is invaluable. First, it shows respect for the people whom you asked by giving them time to think. In turn, it shows that you have a heart-centered concern for their opinion. Not only do you now know things you didn’t know before you asked the question, you probably moved forward as being likable and trustworthy making sales more likely. This is the way to finding sales fun, fulfilling, and mutually rewarding.
How can you apply this to your own life? Have you tried it? What were your results?
Heart Centered Selling’s not for Wimps
Have You Heard the MLM Lies?
How to Avoid Looking Stupid When Asking Questions
Social Networking Tip: If you’re going to write me, write to me
Old Selling Secret Improves Sales
Hard Sell Intervention Ad Disrespects Customers
Appeal to Prospectors Instead of Prospects
Be Enthusiastic – If You Don’t Care, Who Else Will?
