A sale call should be twenty percent talking and eighty percent listerning, what does it mean, with examples please?

This means that during a sales call, the salesperson should spend the majority of the time listening to the customer rather than talking. By actively listening to the customer's needs and concerns, the salesperson can better understand how their product or service can meet those needs and provide value to the customer.

For example, if a customer expresses that they are looking for a new software solution to streamline their business operations, the salesperson should listen to specific pain points and challenges the customer is facing. By listening attentively, the salesperson can tailor their pitch to highlight how their software can address those specific needs.

Another example could be a customer who is interested in purchasing a new car. The salesperson should listen to the customer's preferences, budget, and any specific features they are looking for in a vehicle. By listening carefully, the salesperson can recommend the best options that meet the customer's criteria and provide a personalized sales experience.

Meaning:

A successful sales call involves more listening than talking. Salespeople should spend 20% of the time speaking and 80% of the time actively listening to the customer's needs and concerns.

Examples:

- Talking Time (20%):
- Establishing a rapport with the customer
- Briefly introducing the product or service
- Asking open-ended questions to understand the customer's requirements
- Listening Time (80%):
- Attentively listening to the customer's responses
- Paraphrasing and summarizing their concerns to ensure understanding
- Asking clarifying questions to delve deeper into their needs
- Observing non-verbal cues and body language for insights

Benefits of Listening:

- Builds Trust: Customers appreciate being heard and understood.
- Identifies Pain Points: Listening helps identify the specific challenges or unmet needs the customer is facing.
- Tailors Solutions: By understanding the customer's unique requirements, salespeople can provide customized solutions that address their pain points.
- Overcomes Objections: Active listening enables salespeople to address customer concerns and objections proactively, building credibility and trust.
- Increases Close Rate: Effective listening leads to a better understanding of customer needs and a higher likelihood of closing the sale.