The 80/20 Rule

Far too often in sales, “telling” is viewed as selling. In reality good selling is quite the opposite.
In a quality sales conversation, the salesperson is mostly asking questions and encouraging the customer or prospect to talk; and only much later on in the interaction is the sales person talking about a potential solution. This is what we call the 80/20 rule.
Early in the sales process, 80 percent of your time should be spent asking quality questions. This drives the conversation share to 80/20. This means 80 percent of the time the customer or prospect is talking and only 20 percent of the time is the sales person talking.
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