Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy. What they really want to know is if I have an easy button or a magic spell to stun the person to buy on the spot.  When they realize I don’t, they tune-out, but then they want to tell me their approach.  If I don’t agree or if I suggest another path for them to follow, they become annoyed and we end up going nowhere together.

So I now have a different strategy, but it ties to my Most Important Selling Tip. But I first ask the person, “What do you think the Most Important Selling Tip is?” and let them talk while I listen.  In this way they get to tell me how astute they feel they are and unload what is pressing and anxious to get out of their minds.

So my answer to the Most Important Selling Tip is to “turn a phrase” and go right back at them.  Get the person to tell you his or her thoughts.  It doesn’t matter what someone asks you.  You must let them vent, unravel, let go, unload, reveal, etc. before you offer anything.  If they get their thoughts out of their heads first, you’ll find them far more receptive to listen to you, and what you’ll say will be received with more of an open mind.  Even if someone seems timid, confused, wants to pick your brain, whatever, “turn a phrase” to get them to do the talking.

So if someone says to you, “Tell me about your software, or your engineering services, or your topic at hand,” you can respond, “I’d be happy to but let me ask you a question or two first.” Right back at him or her.  If they ask something very specific such as, “What color is this?” or “What’s the price?”  You should answer, and tag-along a question to open them up.  For example, “It’s green.  What color were you hoping it would be?” or “It’s $395 without options?  What where you expecting to pay?  What did you want it to accomplish?” This brings it right back at her.

It should go without saying, but I’ll say it anyhow.  Once you learn what s/he wants be sure your responses tie-into what the person said.  It’s OK to probe with more questions if you’re not satisfied or unsure what the person wants.  You need clarity and you need to see if the person is open to different ideas.  So go right back at them.  But again, be sure to always listen first (with an ear to understand), before you offer your valuable information.Â

And now I invite you to learn more.

Bonus Tip: FREE E-Book “Getting Past Gatekeepers and Handling Blockers”. Just click this C-Level Relationship Selling Link Sam Manfer makes it easy for any sales person to be effective and feel comfortable connecting with and relationship selling C-Level leaders.