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What Buyers Hate About Sellers

Written by: Jim Meisenheimer

Article Overview: Learn what the road to selling success is paved with. Hint - it's not your mouth.

What Buyers Hate About Sellers

The more things change, the more it seems they don't change.

Here's a big sales tip. Most salespeople just don't get it. Too many salespeople just talk to much.

One of the fatal flaws of professional selling is too little listening and too much talking.

According to John Asher, another sales trainer, 95% of all salespeople talk too much and I think he's right.

Salespeople just love to talk. And why not - that's why you're hired.

The best salespeople listen more than they talk and the simple truth is the less you say the smarter you'll sound.

Give your mouth a break and and try using your ears more.

In fact, employ your ears before you engage your mouth. As soon as you start listening more, you'll start learning more about your customers. This is what selling is all about.

When you do this your sales performance will sky-rocket.

I have a confession to make. I didn't always do what I'm asking you to do.

In fact, growing up in New York, I was everything but a good listener.

I remember my first sales job. I also remember being able to talk so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own mouth.

Talking too much and talking too fast isn't an easy habit to change. But change you must if you want to succeed in sales.

There is just less tolerance for mediocrity today. Truth be known, you can cut back on your talking as soon as you start asking better questions. It's simple and it's easy.

Just don't try winging it. A good word is like a burning ember that lingers on. Imagine stringing good words together to create powerful questions. WOW!

Good questions are what great selling is all about.

The road to selling success is paved with customer focused questions.


PS - in case you don't already have a copy of my book titled, "The 12 Best Questions To Ask Customers," Here's a link.

Paperback -
http://www.kickstartcart.com/app/netcart.asp?MerchantID=39581&ProductID=1283577

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Related Forum Posts
Re: Are You Complying with the FTC? - A lot online marketers will run to Cyprus and other Islands to do their businesses. FTC rule or no rule the Internet is a global thing and still a wild wild west. Buyers should be careful and do due diligent before buying anything online
Re: Are You Complying with the FTC? - [quote="ideasuniversity":2shwf6gr]A lot online marketers will run to Cyprus and other Islands to do their businesses. FTC rule or no rule the Internet is a global thing and still a wild wild west. Buyers should be careful and do due diligent before buying anything online[/quote:2shwf6gr] Exactly. The consumers should have enough common sense to check out a program or product before buying it if they're worried it might be a scam. There's plenty of resources available to aide them in the process. But, unfortunately, everyone must suffer regardless.
Re: Trade Shows - Are They Worth It? - Hi, Tradeshows are attracting different types of people. First, the visitor, which is the main reason of putting it on. Visitors come from all types of background: Buyers, prospective buyers, people who had a business and failed, directors, shopkeepers and even the public. Secondly there are people who just like to meet new people, that is the best place to be. Exchange of business cards, make new contacts for future use. Thirdly, the exhibitors are mixing with one another either help one another or just want to fine out the newest trend. It is also a good place to meet with competitors and learn from their strategies. Finally, there are numerous seminars with excellent speakers, covering a wide range of information. Taking these points in consideration, they are beneficial. Of course, not every exhibitor has the same success.
Re: need pricing help please - I think you could be selling yourself short. Plus you may be focused on the wrong things when it comes to pricing your products. What will your buyers be able to do or get as a result of your product? How much would that be worth to them? Buyers will gladly pay over $100 for a one page report because it tells them exactly what to do to overcome a specific difficult to solve problem. Even when that information can be found free elsewhere. I know it's hard not to compare your eBook to a physical book. Yet, that may not be a fair comparison. Another thing to consider is the perceived value when a product that sounds great comes with a very low price. Some potential buyers will doubt the value of your product because the price seems way too low for the result it promises. There's a quick and easy way for you to discover the right price though. Open a Google Adwords account ($5) and then set-up a multi-variant test for different price points. If you have a decent amount of traffic you'll quickly discover the best price.
Pre-Registering for Events - Hi Kevin! You have gotten some great advice on this thread. I think a combination of all the above, without sounding trite, would be appropriate. Your marketing should be very targeted and very consistent, once a week or whatever in order to lead up to the event. Take a tip from the information marketing world, and send them new notes about what they are going to learn and how its going to change their lives. Buyers specifically want to do 4 things 1) make more money 2) save more money 3) alleviate some pain or stress 4) reduce their workload (or minimize their efforts) (sounds like a great bunch eh?? ;0)) I would also mirror Beat's suggestion. When we are hosting events for clients we do take credit card numbers, and attendees are told that they will be charged a fee for no -shows. (This helps maintain the integrity of the event). The rate can change depending on the event topic or something. We typically charge $99 for no shows so its enough to get people to honor their commitment. ($25 and they didnt care. ;0)) Your client could also promote the expert a bit more, right now their seminars are a bit bland from a 'who are we going to hear from..." perspective. J


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