Great salespeople know how to listen more than they talk

The GREAT salespeople know how to listen more and talk less.

Do you remember the old saying, “God gave you two ears and one mouth for a reason?”

But wait a second!  Let’s not get confused here.  The GREAT salespeople don’t spend three to five hours just listening to people either.  This is sales not therapy!

GREAT salespeople know how to go in, probe for problems, ask the right questions, collect data and then use it.

Remember, “Speed is power” Grant says.  Look at the Navy S.E.A.L.s for example.  They drop in, achieve their mission and then get out.

GREAT salespeople do the same thing with their listening skills.

How to listen more and talk less:

Look for and collect the prime data

Understand the DBM (Dominant Buying Motives)

Figure out their why (why are they here, why now, why our company)

GREAT salespeople ask the right questions to pull out this data quickly so they can use it to service their client all they way to the sale.  The GREAT salespeople will be able to determine what’s the best product/service for their client and exactly how to  present that product so that’s it’s incredibly easy for the client to say YES!

When you know how to listen more and talk less, you will be able to collect the right data and then use that to close more deals and do it faster.  This is why Grant has created full courses on Fact Finding, Appraising and Presenting inside Cardone On Demand and Cardone University.

This week put your attention on your Fact Finding and Presenting Skills.  What are some good quality questions you can ask to get to the buyers DBM and Why?  Leave a comment below with your favorite fact finding questions…