Sales Talk Versus Sales Babble
Sales talk versus sales babble. Which one describes you? How can you be so sure? Well for starters, if you're talking off the top of your head - like it or not you're probably doing sales babble.
And that's because, when you're talking off the top of your head - there's no preparation involved for you.
Without preparation you can ramble on, beat your gums and just plain run off at the mouth.
Pity your poor sales prospects and customers who are forced to listen to sales babble every day.
Here are two real quick observations based on my 22.5 years in the sales training business.
Based on these observations and my experience I estimate that 96.5% of all salespeople don't prepare written sales call objectives for every sales call.
I also estimate that 96.5% of all salespeople don't prepare and practice key elements of their sales calls.
So, you're wondering - what does this all add up to?
Well, the sales call becomes a 100% improvisation.
And sad to say, you don't know what you're going to say - alas, until you say it.
The resulting conversation with sales prospects and customers teeters on sales babble.
You end up saying things like:
"I know you're busy, so I won't take up too much of your time."
"How soon do you need it?"
"In my own mind . . . "
It's an easy choice between sales talk and sales babble.
One involves preparation (Sales talk) and one doesn't (Sales babble).
I'm going to let you in on a little secret.
You can immediately differentiate yourself from 96.5% of all salespeople by just doing (2) simple things.
1. Prepare written sales call objectives for every sales call.
2. Prepare and practice key parts of your sales calls.
For example, you could prepare and practice 5 open-ended questions, how you're going to deal with the price objection, and you definitely want to prepare and practice how you're going to ask for the order.
Sales talk always sounds more professional than sales babble.
The difference between sales talk and sales babble is knowing what to say and obviously what not to say.
PS - Sales babble is really pathetic terminology. Do you know why the three phrases in this article are pathetic?
You should and you also need to know the other 28 phrases to avoid.
Have a question for Jim? Ask or leave a comment below!