Know When to W.A.I.T.

What do you believe is the number one obstacle to sales people being successful? A sales manager who was considering me to provide training for his team asked me this question. The long answer would have been that it depends. Depends on their personality, their work habits and a number of other variables. However, I answered quickly. I said, "They talk too much and don't listen enough." The sales manager chuckled. If you are prone to talk too much, one remedy is to W.A.I.T. This acronym asks the question, Why Am I Talking? You may want to post this prominently where you can see it while you are talking to a prospect or client. I am a talker and have struggled with dominating conversations and talking too much my entire sales career. I have also learned that my success rate rises proportionately to how well I listen and ask questions. It is natural for us to want to talk about our own interests and be enthusiastic about what we have to offer, but to successfully engage the prospect we have to let them do most of the talking. It is also important for us to become active listeners. They will tell you how to do business with them if you will only listen. I recently watched the finale of a reality show in which the contestants continued to speak louder and become more obnoxious in order to be heard. The host asked a ninety-one year old man in the audience what he thought about the debate and he replied, "Talk less and listen more." Then he quietly sat down. Here is a summary: Remember to W.A.I.T. and ask yourself, why am I talking? Ask questions and become an active listener. Use the 70/30 Rule. Let the prospect talk 70% of the time. Take notes. This will slow you down and allow the conversation to breathe. Taking notes also shows the prospect you are listening. Now it's my turn to stop talking. Have a great week! Pierce