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Sales people talk too much. And it may be impacting our sales conversion. When we are talking to a customer they are likely to be full of questions. After all if they knew everything about our products and services they probably would have already purchased.
In no industries is this premise more important than mortgage and debt settlement. Your customers are full of questions. Your transactions are complex. And no one likes to talk about finances our understand scary numbers.
If you have finally gotten you customer on the line start listening. Any good sale begins and ends with good conversation.
Think of every call as more of a dinner party conversation than a sales pitch. It will be a lot more fun doing sales, your customer will enjoy talking with you more, and you will close more deals.
Let’s outline some dinner party best practices:
1. Introduce yourself in a warm and inviting way. Avoid the show. Don’t drop names or fancy titles.
2. Lead with a question about them. And then ask a lot more throughout the discussion.
3. Use their first name often. It seems more personal, people like to hear their name, and it will help you remember it.
4. Did I mention to ask questions. People would rather you be interested in them than have to endure your rambling sales pitch.
5. Make sure, especially if you don’t land the deal, that they know how to contact you in the future. Really work hard to convince them that you really want that to happen.
What are some of you secrets to forcing yourself to listen more and pitch less?
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