It is common knowledge that people buy emotionally and justify the purchase intellectually. And people will buy based in their reasons, not the salespersons; which is why you will want to focus your conversations on them, rather than yourself.
Rule #1 in sales is; “It’s about them.” It is about their needs and wants, not what you have and offer. When you focus on them, you will ask more questions, while you focus on listening. You will let them talk and tell you their story. People love to talk about themselves. Let them be the storyteller, again, while you listen. [Read more...]