You don’t get rewarded in business by saying nothing. You have to sell yourself, your company, and then your product.
This results in thinking that talking will make a situation better. Close a sale. As if words mask our actions and cover up our flaws. I forgot to call a customer back, which I proceeded to tell a long winded story to explain why. The business relationship was always tense.
Please Stop Talking
If we’re rewarded for actions and not words, then there’s no need to say anything. You would not need to tell customers how great you are. You could show them and be rewarded with the business. So in my next meeting, I am not going to say anything. I will stop talking.
What if the power of the “Silver Tongue” stopped working, and we made decisions based on values and actions? On the quality of products?
We would no longer have to push someone to make a decision. Which we do so they will not see the flaws in our products, which manifest later when we are no longer around.
The reason we use the term “used car salesman” is they tend to be fast talkers. Selling us a subpar product that we will later regret. By making a quick, exciting moment, we let down our guard and make a bad decision.
We have all had a sales call or meeting which is one sided. Which, I am pretty sure has resulted in saying the wrong thing. So, please stop talking and start listening.
Deep down we know this is how you’re supposed to operate in a sales call, but there is always mixed messages. Simultaneously you are supposed to vomit all your products features and benefits, while also listening and understanding the customer’s needs.
I admit it, I have lost more than one sale because I had no idea when to keep quite. This is why I will stop talking and start doing. Start letting actions speak.
To talk less, do more, and increase business in the process, we need to get back to the basics.
Embrace the 80/20 rule.
When in a conversation, only speak 20% of the time. You cannot learn about a customer by talking, only by listening.
Do what you say you are going to do when you say you are going to do it.
When you do say something and say you are going to do something, do it. Let actions tell the customer why they should do business with you. Be reliable.
Understand the problems.
Understand the problems your customer faces. Provide creative and valuable solutions your competitors cannot offer. Show that you understand the needs and can provide value.
Follow up with the customer.
Follow up with the customer. Be the person that follows up and shows up regularly. The consistency makes you reliable.
Lastly, talk is cheap, so show me. And please stop talking.