One Mouth, Two Ears


	For 105 years, Fuller Brush products have been enjoyed by people who appreciate value, quality, and reliability. Bess W. Metcalf - Independent Distributor & Fuller Brush Director

One Mouth, Two Ears

Quoting Tom Peters:

....Was talking last week to a world-beating salesperson..... She dismissed most sales training as stuff and nonsense. 'They teach you to ‘deal with’ ‘objections’ and the like. They ought to teach you how to keep your mouth shut and listen. You know, Tom, the old one about why God gave us ‘one mouth and two ears.’ Great sales skills’ are 99% about respect and empathy and listening.”

I’m afraid my immediate reaction was to go into a funk about my own lost sales opportunities. Most have not been because I failed to “close,” or some such. They were by products of being so full of my product and its advantages that I’d go on for 20 minutes without taking a breath!.....

See more at http://www.tompeters.com - the thoughts and ideas of a truly rational man.

I've done the same thing far too often, and like Tom Peters, it smarts to think of lost opportunities; pits of failure I dug with my tongue. Only when I remind myself before I approach a prospective customer or representative that my thoughts, opinions, and needs have nothing to do with what the prospect thinks, believes, and needs, am I likely to have success.

Bad example: "Our stain spray (or stain remover) is the best on the market. You need to buy it."
Good example: "Do you have problems with food or other stains on laundry, or ring around the collar?"

Bad example: "I know you can earn cash and free products by taking orders for our products!"
Good example: "What would you do if you were receiving an extra $100 a week?"

Get your customer talking! Put a sweeper in their hand and some crumbs on the floor, with very little comment. Hand them a Spray 'n Sparkle Lens Cleaner and a tissue, and say, simply, "Give it a try." Hold up your keys with the #143 Folding Scissors on the key ring, open the scissors, hand them the keys and suggest they snip some sheets of paper, a hanging thread, broken fingernail, piece of twine.

Ask your prospect what their most pressing financial concern for the future is... being laid off? Rising cost of living? Needing to replace their ageing car? Use your two ears as your first tool to success. Then encourage them to ask questions, take the ball and run with it! (Stopping to listen, of course....)

Bess W. Metcalf

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