VYP Blog: May 2013

Sales people talk too much.

That is certainly the misconception. And you are right, many of them do. But SUCCESSFUL sales professionals listen more than talk. In fact, sales educators suggest that successful sales professionals should spend 80 percent of their time listening. But to listen, you must put your customer/prospect in the position to do all of the talking. How? Ask questions. But not just any questions. You need to ask the RIGHT questions for sales success.

There are five key points to asking the right questions.