Breaking Bad Habits.
It is human nature to want to talk - about ourselves, politics, work, the weather, etc. For salespeople the desire to dominate a conversation also arises during customer interactions. Though this desire to speak about the product or service you are offering is strong maybe next time you should sit back and listen, really listen.
"In fact, our observation and experience tell us that on any given sales call, the salesperson talks 80 percent of the time, leaving almost no time to listen. In addition, we've found that 80 percent of what we say has no relevance to our customer's needs or interest."
I found an interesting article published by Miller Heiman that highlights a bad habit of salespeople - The 80 Percent Syndrome. Check out this brief sales tip here and start improving your customer interactions.
(Note: This article expires, if you're interested check it out soon)
-Brianna
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