THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
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We’re talking about therapy-level listening skills here. If you want to sell at the top of your game, you must listen.
Top performers have a talk-to-listen ratio of 46% to 54%, which means they speak less than half the time.
How can you know whether you’re listening well? Examine your talk-to-listen ratio.
Average performers speak up to 68% of the conversation, whereas low performers talk up to 72% of the time.
What may be achieved by listening more carefully? When a prospect talks more, you learn valuable info and establish a connection. Listening more prevents rambling or, worse, talking yourself out of a deal.
When your prospect pauses, don’t rush in. Allow at least one second after the prospect has finished talking to be sure they’re done speaking. They could start chatting again only to fill the quiet, providing more helpful information.
Talk
Listen
STAR REPS
AVERAGE REPS
BOTTOM REPS
Statistics provided by Gong.io
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