How many times do people try and sell to you either on the phone or face to face by dominating the conversation and trying to do all the talking ? It seems to me that sales people are often trained to simply benefit sell. And yes of course benefit statements ARE very useful.

But actually if you’re selling to a human (and of course you always are) it works much better to engage them in a 2 way conversation. If you get them involved, they will open up more readily and you will find out more.

So as a rule of thumb I think good selling is about 50% talking, 50% listening. Stray too far from this ratio at your peril ! Listening is an underrated part of the communication process. It is part of all the 2 day customer service training and telesales and telemarketing training that To Market carries out. There will be an audio CD available soon on the important topic of LISTENING SKILLS, follow this link to see the present range on communication skills topics http://www.associatedlearningsystems.co.uk/product_list.asp?Section=TELEPHONE%20COMMUNICATION%20SKILLS�

This entry was posted on Wednesday, October 29th, 2008 at 2:25 pm and is filed under Communication skills, Customer Service training CDs, Telemarketing CDs, Telephone Skills, Telesales Training CDs . You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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