Oh gosh, for YEARS I fell into the trap of giving a memorized sales pitch to every customer. As a result, my sales presentation was non-engaging, I did not find the pain point of my customer and I had a low closing percentage.
Once I stopped giving a sales talk and started having a sales CONVERSATION…..WOW….everything changed.
My customers did most of the talking. They were engaged in my presentation. I was service-minded and was able to ask good questions and discover what their needs were. As a result, my closing percentage went up.
This week, take audio recordings of your sales presentations. Who is doing most of the talking? Are you asking 7-10 really detailed questions to find the pain point of your customer?
Most importantly, are you having a CONVERSATION – or still giving a sales pitch?
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