When riding with reps researching my client’s business, I’ve secretly used a stopwatch to identify the percentage of a call a rep talks. From my years of timing calls, the average experienced pro talks about 90% of their sales call.
The customer asks a five-second question “Why are you so expensive?” The salesperson gives a five-minute response. The customer asks another five-second question and gets another 5-minute answer from their rep.
The rep then leaves the call announcing, “That was interactive!” But my stopwatch showed they talked 90% of their call. If you’re doing 90% of the talking, I don’t think your customer will see you as someone they can trust.
Think this is a good time to review with your team the importance of asking more questions and letting their buyer talk to explain what they most want from a vendor? When we can get our salespeople to ask more questions and to listen, we’ll increase our buyer’s trust levels and come across as more customer focused.
Today’s video talks about my experience timing sales calls and how the overwhelming majority of experienced reps talk over 90% of their calls. Think lowering this percentage and listening more could help your team sell even more?