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Stillwater
Minnesota
USA

612.747.3184

Karlsrud is an executive, entrepreneur leadership, coach, management and development consultancy. He provides executive and leadership coaching and is a keynote speaker, author and workshop facilitator. He is also the author of "Selling by Design," a field guide to selling in the new economy.

Blog

Selling is so much easier when you don't talk.

Mike Karlsrud

We preach about it constantly in sales training sessions- listen twice as much as you talk.  Easier said than done especially when we are paid to talk.

I personally have to reminded myself of this on a daily basis.  When I am asked a question from a customer or prospect that starts off with "tell me what you do?" I will often just dive in and start to ramble on about my business.  Like he cares.  

What he is looking for in all of my rambling is a key word or two that sounds like what he is needing or looking for from me.  It would have been so much easier if I would said "I would love to tell you about what we do, but first let me ask you just a couple of questions about why you called."  

Today was such a day where my logic hat went into gear first, and I did exactly what I have preached to sales people over the last decade.  Listen twice as much as you talk.  Man, it sure is wonderful having a short, engaging, meaningful conversation with someone who knows what they want.  Once I know that, I share information about what is important to them.  

Selling is so much easier if we stop talking and actually ask and listen for what the customer or prospect is seeking.  

Good selling,

Mike