How To Know When To Shut Up

When you're a salesman it seems like
you're always talking. You are pushing,
prodding, cajoling, storytelling, and closing.

If you aren't any good at these things, you
probably need to investigate another career
field.

The problem with all this talking is that
sometimes its hard to know when to shut
your mouth. The client agrees to make a
purchase, and you just keep on talking,
trying to make another sale on top of the
one he's just agreed to.

This ain't smart, and some clients view it
as a sign of disrespect. It can severely
hamper future sales without you even being
aware of it.

(Because you're still talking.)

Here's an easy rule.

When the client agrees to make a
purchase, it's time to shut up.Get all the
paperwork completed in silence.

Then when all the eyes are dotted and
the tees are crossed, congratulate the client
for making the deal, and get lost quick.

Do not bring anything else up, and make
any other appeals, for now, or in the future.

Let the sun set a few times before you call
on that client again.

Your clients will appreciate it, and you, a
more. This will lead to higher sales.

The other way is called badgering, and it
makes clients mad. This inevitably leads
to a loss of sales.

From the big saddle,

Jim Whelan

P.S. One client I picked up last year called
to tell me he just finished calculating his
numbers, and he had a sales increase of
over 100%, and that almost all of it could be
attributed to the advertising he has done with
The James R Whelan Agency. So who are you
going to call? 206 407 3124