It was once believed that a great talker makes a great salesperson. That the gift of gab was an indicator of sales success. Not in today's world...and likely not ever.
Sales is not about talking. Sales is about listening, actively listening, & getting your prospect to reveal their true goals, their challenges & the consequences they may face for not addressing those challenges. If you're doing all the talking then you can only guess what your prospect needs.
So the next time you're on a sales discovery call, try writing down the acronym 𝗪.𝗔.𝗜.𝗧. It stands for 𝗪𝗵𝘆 𝗔𝗺 𝗜 𝗧𝗮𝗹𝗸𝗶𝗻𝗴? and will help remind you that it's your sales prospect that should be talking...not you!
If your sales team is having trouble growing your business and you think it's time for a new strategy, please schedule a free consultation here on my website, or email me at firstname.lastname@example.org