Surprising Things Great Sales People Say

A lot of people in the sales business seem to think that there is a standard expectation of what a “good sales person” is supposed to sound like.  We’ve built up this idea that a “good sales person” is supposed to be relentless, energetic, good at building relationships, always eager to close the deal, and unwilling to take “no” for an answer.

Some of these traits are true, while some can be counter-productive if left unchecked. But one surprising lesson I’ve learned from my years of experience in the appointment setting industry is that some of the best sales people don’t act at all like the stereotypical “good sales person.”

If you want to boost the performance of your sales team, you might want to consider taking a new approach and training your sales people to say some of these surprising things that you wouldn’t expect a sales person to say:

“I don’t know the answer to that question.”

Sales people often pride themselves on knowing all the answers. They want to quickly be able to solve a client’s problem and put a prospect’s mind at ease.The problem is, if your sales people are too quick to provide “the answer,” they are missing opportunities to dive deeper into the prospect’s problem and identify the root cause of the prospect’s pain. There are often bigger sales to be made through a longer-term consultative approach, rather than simply giving “the answer” upfront.

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