LOOK WHO’S TALKING… As Great Salespeople we know that interruptions are not a good thing. They destroy our all-important routine. So why is it when someone else is talking we forget this all important rule!!? Why do we sometimes interrupt our customers when they are speaking? Do we think that whatever we are about to say is more important?
Here is your ACTION STEP… interrupting others while they are speaking is rude! Sometimes we get so excited we forget that Listening is one of the most important Selling Skills. Here are some guidelines:
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. When they are finished, add a comment, answer their question and then… ask them another question. Repeat the 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 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. Its’ purpose is to help you keep things on track.Your script is your GPS. NO Excuses.