Tuesday, March 13, 2012

Seven Reasons Salespeople Talk Too Much

Selling Power magazine is one of the leading trade magazines for the selling profession and the Editor, Gerhard Gschwandtner, runs a tight ship. Gerhard also writes and posts to the Selling Power blog on a consistent basis. Recently Gerhard had a blog post about reasons that salespeople talk too much. It has always been interesting to me how much salespeople talk. I go on calls with sales people and I get pitched on a regular basis and more times than not, salespeople talk too much and listen too little. Below are the seven reasons Gerhard covered:

  • Anxiety
  • Lack of preparation
  • Stress
  • Lack of a road map
  • Lack of a time budget
  • Lack of humility
  • Ineffective thinking

One great goal for sales it to listen more and more. It takes a conscious focused effort on a daily basis but the results are incredible. When a customer is listened to it shows a deeper level of respect that results in a better relationship. Take a tip - listen more and talk less.

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