LOOK WHO'S TALKING… great Salespeople know that listening is much more effective than interrupting. Interrupting is rude. When we do so, we are telling our Customers that what we are about to say is more important. Most of the time, this is not a good idea.
Here is your ACTION STEP… don't be too hard on yourself. While listening is one of the most important Selling Skills, sometimes we get so excited we just forget and jump right in! Here are some guidelines to help you slow down:
1. The way to create great communication is to ask great questions. Keep doing that.
2. When your customer starts to answer… nod your head, smile, & and shut up.
3. Here's the Key…When they are finished, add a comment, answer their question and then… ask them another question. Repeat this process.
4. Everyone loves the sound of their own voice. Don't interrupt them unless it's REALLY IMPORTANT.
Bonus Tip:…on that rare occasion that you're unfortunate enough to be confronted by a "talker"; You may have to interrupt them (sometimes it's necessary or otherwise you'll have to pack a lunch!). Use this technique. Simply say, "Interesting… and let me ask you a question…". At that point go right back to your script. Your script will help you keep things on track.Your script is your GPS to helping them get to where they want to go. NO Excuses.