| In the early years of attending sales training | | | | Tip to Help You Keep Quiet |
| seminars, one of the dramatic effects sales | | | | Here's a quick tip to keep your impatience in |
| trainers, especially with a large audience would try | | | | check while your prospect thinks. I personally |
| for would be to tell their audiences, "When you | | | | chant to myself because it keeps me centered |
| ask a question," then they would pause for a | | | | and inwardly quiet instead of fidgeting. You can |
| moment and follow that by yelling, "SHUT UP!" | | | | chant almost anything, but I find the following |
| They would continue with this cliche, "He who | | | | sounds useful: HU, Om, Aum, Amen (like Ah-men), |
| speaks first loses." | | | | Allah, or any other spiritual or meditative sound |
| Such attitudes are hard sell because such | | | | you like. |
| comments are all about control and a win-lose | | | | I avoid thinking at this point about what my |
| philosophy of sales. Despite this, the basic premise | | | | counter will be if his response is negative. |
| of being quiet after you ask a question is correct | | | | Heart-centered, soft sell sales is about |
| whether you believe in hard sell or soft sell sales. | | | | understanding your prospects' viewpoints so you |
| Be quiet or shut up - what's the difference? | | | | can help customers buy. You're not there to win |
| When you ask a question, be quiet until your | | | | debate points. You're there to provide a service |
| prospect or customer answers. So other than the | | | | that just happens to be selling products or |
| fact that I chose to avoid saying, "shut up," | | | | services that will help them solve their problems |
| what's the difference? The difference is respect. | | | | or obtain their desired results. When you help |
| It's respectful to allow the other person time to | | | | them buy what's right for them at timing that's |
| think about what you asked. I know when | | | | right for them, you both win. |
| someone asks me a question, I need to think | | | | So, silence shows respect after asking a question, |
| about the answer for a few minutes. If you | | | | silence which is invaluable. First, it shows respect |
| interrupt me while I'm thinking, obviously the | | | | for the people whom you asked by giving them |
| question wasn't important so I'll pass on it. That | | | | time to think. In turn, it shows that you have a |
| meeting may then be over. | | | | heart-centered concern for their opinion. Not only |
| In this respect, you did lose, twice. You lost the | | | | do you now know things you didn't know before |
| opportunity to learn what my answer would have | | | | you asked the question, you probably moved |
| been. And you lost the opportunity to | | | | forward as being likeable and trustworthy making |
| demonstrate your respect for my opinion, and | | | | sales more likely. This is the way to finding sales |
| therefore respect for me personally. As people | | | | fun, fulfilling, and mutually rewarding. |
| usually like those who show respect for them and | | | | How can you apply this to your own life? Have |
| their opinions, you may also have lost the | | | | you tried it? What were your results? |
| opportunity for a long term business relationship. | | | | |