Are We Having a Sales Conversation? Or Are You Making a Speech?

I didn’t want a speech.

I only wanted to buy.

I was motivated to buy, but then why couldn’t I buy?

It’s simple: The person I was talking to on the phone was determined to read through his entire script.

We’ve all been there as a customer and yet I have a feeling we have also been there as a salesperson. No finger pointing. Instead, I’ll point to myself and admit I’ve done it.

There have undoubtedly been more than a few occasions where I’ve talked too much and, as a result, sabotaged or delayed closing a sale.

Think about this: Do you want to buy from somebody who won’t shut up? No! Then why do salespeople talk too much?

I think it comes down to one thing: Insecurity.

Salespeople who talk too much are simply insecure and the way they deal with being insecure is by never giving up control. This means one thing. They do all the talking…and talking…and still more talking.

For your next sales call, try a few things.