Selling is a skill, like driving or cooking. Nobody is born with it. You get better by doing it often, looking at what happened and changing one thing at a time.
Start with listening
Many people think selling means talking. Good sellers do the opposite. They ask a question and then let the other person talk. They listen for what the person needs, what worries them and what they have already tried.
A simple rule helps: speak less than half of the time. If you notice you have been talking for a long while, stop and ask a question.
Ask clear questions
Good questions are short and open. They start with what, how or why.
- What made you look at this now?
- How do you solve this today?
- What would have to happen for this to be worth it?
Avoid questions that allow only a yes or a no, especially early in the conversation.
Answer honestly
If you do not know an answer, say so and promise to find it. Then do it. People forgive a missing answer much more easily than a wrong one.
An honest answer sometimes means saying that something is not right for a person. That conversation often builds more trust than a sale would.
Practise on purpose
Talking to many people is not the same as practising. After each conversation, take two minutes and write down what went well, where the person lost interest, and one thing to try next time.
Practise the hard parts with a colleague. The opening, the price and the moment you ask for a decision are worth rehearsing out loud.
How to tell you are improving
Look at the conversations, not only at the results. You ask more questions. People tell you more. Fewer conversations end without a clear next step. Results follow these changes, usually a little later.