sales management and sales experts

Why Aren't Your Sales People Selling?

Tony Cole

Tony Cole

Tony Cole, Founder and CEO of Anthony Cole Training Group

emailtony2

Does Your Team Need a Wake Up Call?

IgniteFireBoxTony Cole tailors workshops and keynotes to ignite the sparks of extraordinary motivation in your sales teams!

Browse by Tag

Sales & Sales Management Expertise

Current Articles | RSS Feed RSS Feed

No Secret to Sales Success - Shut Up and Listen

  
  
  
  
  

Ernesto Sirolli does a wonderful job of helping us understand that, in order to get more of what we want, we need to learn to do 3 things:
  1. Ask
  2. Shut Up
  3. Listen
It's not a complicated lesson but one that is abused daily by sales managers and sales people that claim to know better.  I don't mean to be critical, so let me explain. 

I've been coaching and training sales people for over 20 years now.  And EVERY time I get into a sales training session or a one on one coaching call, I cover the same ground and get the same responses.

Q - How do you get a prospect engaged in a conversation?
A - Ask questions.

Q - What do you do next?
A - Listen.

Q - What do you do between asking the question and listening?
A - What do you mean, Tony?

Q - What happens between the time you ask the question and when the prospect starts to answer?
A - I don't know, nothing, I guess.

Q - Is that what you do?
A - I think so.

Q - Suppose they don't answer right away?
A - Well, usually I get a little nervous and start talking again.

And that is where everything starts to go wrong.  The #2 SHUT UP part is really important. That is when the prospect is thinking. They don't want to just blurt something out, especially if you've asked them a great question like how will they go about firing their current provider. 

You see, no one has asked them that question before.  They don't know the answer. They don't know how to answer, so they have to think about it. And what do sales people do? They screw it all up by jumping in with their answers to their own questions.

So, as simple as "ask, shut up, listen" sounds, it is hard to do without great practice and great commitment to focus on the person you are talking to.

What does this mean to you if you are a sales manager?
Go ahead and submit your answer; I've shut up and I'm listening.  There's a space below for you to answer that question - it's the comment box.  I'd like to read your comment.  The collective comments will help me figure out what I will ask or say next.

What does this mean if you are a sales person?
Go ahead and submit your answer; I've shut up and I'm listening.  There's a space below for you to answer that question - it's the comment box.  I'd like to read your comment.  The collective comments will help me figure out what I will ask or say next.

Tags: , ,

COMMENTS

There are no comments on this article.
Comments have been closed for this article.

Don’t miss Tony’s Upcoming BISA Webinar!!

Webinar

In his powerful webinar, The 7 Habits of Highly Effective Sales Teams, Tony will teach you the processes that successful sales people use to achieve their goals! Then implement them with your own team! Oct 8th, 2014 2-3pm EST Register now!

Are You Looking To Build An All-Star Sales Team?

Recruiting Sales Superstar

 Click HERE now!

FOR A LIMITED TIME ONLY - Download this free AudioBook by Tony Cole!

Qualify Prospects Confidently

Act now to receive your copy of Tony Cole's ground-breaking new audiobook, "Qualifying Prospects with Confidence." You'll get immediate access to 14 audio tracks and a detailed worksheet. Get it now!

Ready for a Hiring Solution That Really Works?

Hiring Solution

This complimentary webinar will show you how the magic of OMG's Sales Candidate Assessment can make your hiring problems a thing of the past! Dave Kurlan presenting. Register here now!

Eliminate 96% Of Hiring Mistakes!

OMG Sales Candidate Assessment Request your FREE Sample
of the #1 Sales Assessment
in the world!

Free Recruiting Grader

FREE Recruiting Process Grader

How effective is your company’s process for recruiting top sales talent? Answer this short survey and get immediate results!

Best in Class Sales Training

Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience.  Click here for more information.

Follow Me

A Must-Read for Every Sales Professional!

Qualifying eBook

Get answers and strategies to immediately increase your sales. Download it now- it’s free!

Coach Your Sales People to Success

Tony Cole's focused selling techniques will arm your team with skills to achieve extraodinary sales results. Invite Tony Cole to present at your next workshop, conference, or keynote. Click here for more information.  Get a quick start on your 2013 sales success!

Beat the Daily Grind

Sales Brew Sign up to receive our weekly audio Sales Brew. Click here for a taste test!

Subscribe by Email

Your email:

Writer's Digest Award Winner!

RA book award

 

Alltop.com

 

Anthony Cole Training Group Wins Award!

2012 Best of Award

Evan Carmichael Logo