“Have a good conversation and seek first to understand before you need to be understood.” – Nick Cegelski in today’s Tip 586
How about you? Are you using the mute button on your call?
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Scott Ingram: Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Nick Cegelski. Nick is an Enterprise Account Executive at SurePoint in LA and co-host of the podcast: 30 Minutes to President’s Club. He’s also the star of episode 97 on the Sales Success Stories podcast. Here he is:
Nick Cegelski: There is a magic button on your phone that will supercharge your discovery skills. And the name of that button is called the “Mute Button.” Any time I’m on the phone with a customer, I intentionally put myself on mute. And there are a couple of benefits to this. First, it prevents you from speaking over and interrupting your customer. Second, it forces you to be incredibly intentional about when you do speak. Third, the second or two that it takes for you to bring yourself off of mute often gets filled with the customer adding more to what they just said. Most salespeople are so eager to prove their expertise that the second the customer pauses to take a breath, they interact with the perfect thing to say. Have a good conversation and seek first to understand before you need to be understood, try out the mute button. It’s helped me a lot in my conversations.
Scott Ingram: For more about Nick, a link to his own podcast and his episode on Sales Success Stories, just click over to DailySales.Tips/586 and we’ll have everything for you there. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!