Sales team leading: The 80 / 20 law

It is a common behavior for a salesman to talk very much, in fact it is believed that talking a lot is better for the sale. Nothing further apart from reality.

The ideal percentage of talking for a salesman should be around 20% of the conversation and the other 80% should be talked by the customer. After all , we need as salesmen to:

1. Listen. Listening is more important than talking because you can find the customers needs, values, pains and wounds. Everybody loves to feel that the other person is listening, it is the key to create empathy.

2. Care. Only sincere care about the customer will head you to the next step. Having the customers best interest in mind is the only way to make a real connection.  

3. Find their wounds , study their necessities in order to be able to solve their problems.

4. Heal their wounds ideally using your service if possible.  

Usually as salesmen we are very impulsive, visual and we tend to talk too much.

Please all salesmen remember: Listen, care, find their wounds  and heal the customer. 

They key is talk less and listen more, never forget the 80/20 law!!!!