Sell More, Yap Less!

I’ve been told so many times that great salespeople are great talkers. So I should hire the talk-talk-talkers — the yappers? I very much disagree.

Here’s who gets my vote as the best salesperson: the one who asks the qualifying questions at the right time, in the right sequence, to determine whether this is a qualified prospect.

She listens to the answer and follows up with more questions to make sure she understands. She never assumes the answer — she confirms it by asking another one. Then she helps the person she listened to solve their problem.

That’s who wins more sales and makes good money. She’s better at listening than yapping.