Some days I barely make it past noon before I have recharge my phone. I guess I really do talk a lot.
Talk is fine - it's how we communicate. However, there are times when we need to talk and when it's helpful. There are other times when it's beneficial - even necessary - to listen.
What if when we started a sales or listing presentation we only had so much "talk time" before our batteries ran out and we would be unable to talk anymore? Do you suppose we might listen more? Do you think we'd make what we did say count for more? Is it possible we might focus on hearing what our customers were saying?
Well, we don't have batteries, so it doesn't really matter how much we talk during our presentations - or does it?
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
Steve, I learned many years ago that I never learn anything when I'm speaking only when I'm listening. And, I sometimes wish I did have batteries; maybe I could get a quick re-charge.
I don't know how much talking we can do on one set of batteries. 3 times today I was on my home phone and it starts beeping telling me low battery. So, I run to another room and switch phones and move the dead battery one into another cradle. Maybe it's time to get new batteries for all the phones. As far as talking during a presentation, I think sometimes it's better to let the prospective client do most of the talking. They'll tell you what they need. We can get a lot of subtle hints if we listen carefully.
John,
Thanks. Listening definitely is the secret to selling. Enthusiasm is a good recharger. :)
Steve
Jen,
It's not always just "subtle hints." They can tell us exactly what we need to make the sale. :)
Steve
I am a firm believer in "why sell with blah, blah, blah what you can sell with BLAH!"
Listening is half of sales in so many cases. You must gain understanding to tardet your product.
I believe that I am one of those few individuals who can balance talking with listening. LOL on Kristin's comment!
Steve, this is spot on. I do talk more than I should but have made an effort to just listen and listen with my mind as well as my ears. I just recently missed a listing (a rare occurrence) because I just missed the point that my potential seller was trying to make. Thanks, this is a great reminder that I need to focus on listening!
You know, that's a great point you make. If you practice that scenario in your head when on a presentation or meeting, just speak well with the time you have, don't talk too much, and be sure to stop and listen to them. After all, this is all about them..the client. Tell them what you are about and what you can do for them and then put that "phone" in the charger and just listen to best help them in the process!
Thanks for sharing, Nicole Weidauer
The Egerer & Weidauer Team, Keller Williams Realty North Seattle
Krisitn,
That's fine, but what if your customers don't want to or don't need to hear BLAH in order to make a decision - might be a missed opportunity. However, I am definitely opposed to information dumping. :)
Steve
Randall,
Listening is the chief part of making sales. There are other important aspects - but this one is key. :)
Stve
Lisa,
That's what I like - a well-balanced person. Keep it going, and thanks. :)
Steve
Russell,
Thanks for sharing that personal story. We love to talk - I think that's one of the reasons we're in sales, but we can talk over our customers and not succeed. :)
Steve
Nicole,
I really like your analogy. Thanks for expressing it and adding to the discussion. :)
Steve
Steve - I'm not much of a talker...I'm rather quiet...However, I might interrupt my husband a few times every once in awhile... I like Kristin's comment, too! :)
Debi,
You don't have to be glib to be a great salesperson. but you have to know what you need to say and when to say it. :)
Steve
Steve.. I feel it is not what we say or how much we say.. but how we listen and what we have learned from what has been said. Did this make sense?
Valerie,
Absolutely. It's often be said that someone was a great conversationalist when they mostly listened and barely spoke. :)
Steve
Listen more, talk less - otherwise you miss the signals.
Ryan,
Absolutely true. You have to listen to know how you can help people. :)
Steve