Asking good sales questions is vital to your success. But, that's not what I'm here to talk about today. Instead, we're going to focus on what happens after you ask those questions. It's no secret that you need to be a good listener—to most salespeople, that's a big duh!
But here's the deal: After asking a sales question, if the prospect hasn't responded within 2-3 seconds, the average seller will simply jump in to fill the silence. That's right—2-3 seconds is the most people can stand before they start blathering just to make some noise. They might talk about their company, product or service. Or, they'll ask another question, hoping that will get the prospect talking.
But when you do this, you end up sounding like every other self-serving salesperson, and your credibility goes spiraling down the drain.
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
