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Guest post by: Cheryl A. Clausen Become an Author

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You only have to get within ear shot to peg a salesperson, right? Man, they’re so wound up you wonder if a spring is going to pop and pieces and parts are going to fly everywhere. They talk too fast. They talk too much. They think they’re the only one who has anything important to say.

Makes you cringe just thinking about the salespeople you’ve met who behave like that. Set that bad mental picture aside for a second because that’s exactly what you DON’T want to do. When you turn it around you know 3 keys to increasing your sales.

When someone talks too fast what do you think? You may think it means they’re passionate about what they’re talking about. That’s a good thing.

You may also think the other person is talking so fast because they lack confidence, or they aren’t being entirely truthful. You may think they want to push you in a direction you don’t want to go. Now you know are those thoughts are bad things. When you think any of those negative thoughts you immediately resist whatever the other person is saying.

Even when what they’re saying is to your benefit you still resist what you’re hearing because of the way it’s presented. The first key to increased sales is to speak at a normal pace. When you speak at a normal pace you convey confidence.

Your confidence sends an important signal to your listener. You are a person worth listening to. You can convey just as much passion at a normal pace as you can when you rush your words. However, when you speak at a normal pace you are more likely to be heard AND believed.

The most important person in a sales conversation is the prospect. That’s why the next 2 keys to increased sales are so important. Those keys are talking far less than the prospect, and allowing the prospect to determine the direction of the conversation.

The more the prospect speaks about what they want and their challenges the more likely you are to sell. Let the prospects talk themselves into the purchase. You’re there to act as a guide to the conversation.

Have you ever tried to drive with a backseat driver in the car? You know how annoying that is. There should be one driver in the sales conversation too and that’s the prospect. Your job is to help them discover where they want to go and develop a plan for how to get there.

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