BASICS OF SALES

There is an old proverb that states ”Better to remain silent and be thought a fool then to speak and remove all doubt”. During My selling career my fellow sales persons would comment in a good naturedly way that when I dealt with a customer I got paid by the word.. I tried to say just enough to make the sale and limit my conversation to only pertinent matters.

At no time did I appear to be rude or distant while doing this. In fact I made it a point to always smile and be pleasant, but talking too much, never. I got paid by the word. The point is you do not have to appear to be distant or aloof just because you do not ramble on incessantly. Answering pertinent questions and helping satisfy a prospects curiosity can be done without the use of a plethora of words.

Speaking: to utter words.
Talking: to express one's self using speech.
Conversation: an informal talking together.
No where in the dictionary or anywhere else does it state that you have to pollute the air with meaningless words just because there is a lull in a conversation or someone takes a breath. Sometimes more is accomplished by saying less.

More sales have been lost because a salesperson refused to take yes for an answer than for any other reason. Stop, take a breathe and survey the situation you may be pleasantly surprised. You may have already gotten the sale. Sometimes people are just plain nervous and they just talk to relieve that nervousness. You as a salesperson do not have that luxury.

There are over four hundred fifty thousand words in The English Language. Forty thousand of them constitute a better than average if not phenomenal vocabulary. It is good to like people and engage in conversation but, if you are a salesperson talking too much can cost you a sale. Remember try to get paid by the word. More often than not, saying less is accomplishing more.

Thank you
Joe D'Ambra
www.basicsofsales.com
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