Talk Less Sell More
Summary
- The biggest myth about sales is that extroverts are the best at it.
- Data from my top salespeople shows that the less they talk, the more deals they close.
- To be great at sales, focus on asking questions that guide the prospect toward deciding on their own.
- Instead of talking more, let the prospect speak and then simply ask at the end if they're ready to move forward.
Video
How To Take Action
I would suggest focusing on listening more than talking. A lot of people think you need to talk a lot to make sales, but that's not true. The best salespeople talk less and let their customers do more talking. Here's what you should do:
First, learn to ask the right questions. Your goal isn't just to chat. You want to ask questions that will help the person see that your product or service is what they need.
Second, you should practice listening. When you ask a question, really listen to the answer. Don't just wait for your turn to speak. The better you listen, the more you'll understand what the person needs.
Third, when it feels like the person has talked enough, and it seems like they know what they want, you just ask them a simple question. You say, "So, are you ready to move forward?" or "Do you want to start making money?" Make it simple for them to say yes.
Here's how you can do this:
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Make a list of good questions you can ask that are about what the person wants or needs.
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When you talk to someone, practice focusing on letting them speak for most of the time.
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After they have explained their needs, ask if they're ready to take the next step with what you're offering.
Remember, the key is to make the person feel that the decision to buy is their own. If they talk more, they convince themselves. That's how you close more deals with less talking.
Quotes by Alex Hormozi
"the less they talked the more they closed"
– Alex Hormozi
"the biggest myth about sales is that you have to be an extrovert in order to be good at it"
– Alex Hormozi
"the more the prospect talked the more they closed"
– Alex Hormozi
"asking questions that are going to lead the prospect naturally to make the decision on their own"
– Alex Hormozi
"so you ready to move forward"
– Alex Hormozi
Full Transcript
the less they talked the more they closed the biggest myth about sales is that you have to be an extrovert in order to be good at it when we actually pulled the data from our top closers it was inversely proportional to the amount of talk time they actually had so the more the prospect talked the more they closed which means that what you really need to do is be asking questions that are going to lead the prospect naturally to make the decision on their own and at the very end you just say so you ready to move forward you be opposed to moving forward ready to start making money whatever it is
