Take Your Time

Many salespeople rush through their sales interactions. Whether retail selling, selling on the phone, or selling in customers' homes, salespeople would be well served to take plenty of time (not too much time, but plenty of time) with their prospects.

Building trust, identifying needs, understanding the prospect...they all take time. Becoming a sales superstar requires sufficient time with your prospect.

Please share your comments by clicking on "comments" below.

Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting company. Subscribe to the free Selling to Consumers Sales Tips Newsletter.

Comments

[Above the Pipe]

Hi Skip,

I think rushing the sale is much more common than most perceive. I believe that it is also a sign that the sales person either lacks confidence in their own ability, or faith in the value of their offering, and this causes them to rush the whole thing. So instead of a true interactive sales call, it becomes a completed task.

Tibor

[Colin Wilson]

Skip

I find that sales people who rush are following a sales script and are therefore not listening or interacting with their prospect... just rushing through their script to get to the end.

I hate people who run through a script... I once told a solar heating sales rep that if he turns over one more slide I will throw him out of the house... I told him I had the money... I want to buy... but I have a few questions. He ignored this and insisted on taking me through the deck... "if you insist on doing this" I said, "be it on your own head if you don't get my business"... and he nearly was out on his own head... literally!

Colin

[jay]

Hi skip I really enjoy reading your blog and I was hoping maybe you could let me subscribe to it. I am new to blogging so I do not know too much about it but I absolutely love your site!! Such good content!!

Jay Athanatos
http://ultimatecloser.blogspot.com

[Skip]

Thanks for the nice comments Jay. Anyone can subscribe to this blog in a RSS reed (button to the right) or go to www.feedblitz.com and enter this blog's url http://blog.sellingtoconsumers.com to subscribe. Anybody can also subscribe to our sales tips newsletter at http://www.sellingtoconsumers.com/subscribe.