PMG Power Blog: Say Less, Sell More

There’s something I need to tell you.

I know you think you have a closing problem, but the truth is you have a closing your mouth problem. I understand no one has ever told you this before, but you need to hear it. I feel your pain. I’ve struggled with this myself. Believe me, it’s costing you sales, chipping away at your confidence, and forcing you to prospect more than normal.

Don’t beat yourself up too badly though. It’s not all your fault. After all…

• You’re nervous.
• You’ve never really been trained properly.
• You’re not always well prepared for what’s thrown at you.
• You’re doing the best you can without a well-defined, repeatable sales process.
• You’re so focused on your product and your pitch, you can’t see what else is happening.
  ​

It’s no wonder you’re having problems, right?

Now here’s the good news…

We can fix this, and it’s actually pretty simple to do once you recognize the problem.

Stick with me here, and before you know it you’ll…

• Make more personal connections with your clients and prospects.
• Get people to know, like, and trust you because you let them talk about their favorite person… themselves!
• Become a whiz at recognizing buying signals.
• Find a lot more ways to help your clients.
   

Look, here are nine simple things you can do right now to turn things around faster than you can say “Sign here, please.”
 

1. Get a coach. Find someone that has been in your shoes and succeeded.
    
2. Slow down. Give people a chance to process what you’ve said before throwing more at them.
    
3. Ask open-ended questions, and listen. Don’t just wait for your prospect to stop talking.
    
4. Write things down. It’s hard to talk and write at the same time, and good notes are always valuable.
    
5. Use the power of silence. Let your questions hang in the air until your prospect responds. The longer it takes, the more likely you’ll get a true and complete answer.
    
6. Be alert to your prospect’s tone, keywords, and hot and cold buttons.
    
7. Become acutely aware of your talk time. If you've rambled on for more than two minutes without a real good reason, stop talking.
    
8. Don’t repeat yourself. Try hard to be clear and concise the first time you say something.
   ​
9. Practice listening more and talking less every chance you get at home, with colleagues, and in the field.
    

You’re going to be blown away by what this will do for your closing ratio. (You can thank me later.)
​
Say less. Sell more. ‘Nuff said. 
 
​
P.S. If you’re not sure where to turn for value-packed but affordable coaching, click here.  I’ll hook you up.

Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC

Want prospecting, marketing, sales, and business
tips and inspiration delivered to your inbox weekly?

Join nearly 10,000 fellow agents and advisors
subscribed to the PMG Power Blog!