Why say anything?

LOL has gone from meaning, “laugh out loud” to “I have nothing else to say”.

How comfortable are you with silence?

In any interaction between people, there is a tendency to want to “fill in the gaps” of a conversation. When the gaps get filled in, it is often with comments that don’t add to the meaning of the conversation, such as using LOL…

Where this is especially significant is in a selling situation. It doesn’t matter whether you have sales in your title or not. If you have an interaction with someone that will pay you or your firm to do something, and you have to talk them into doing it, you are selling.

The fallacy is, though, that you have to “talk them into doing it”.

The truth is that people love to buy, but hate to be sold. When you “talk someone into it” they feel like they are being sold, and you invite resistance in them.

However, if you spend the time to find out what your clients want by asking them questions…then letting them answer…you will find out if you are a good fit for them or not. Don’t feel obligated to talk them into anything. If you ask the right questions, they will talk themselves into buying from you.

For more information on selling naturally, take a look at Selling for Geniuses (www.selling-for-geniuses.com). The book was written by myself and 7 of my colleagues, and will give you a bunch of insight into helping others to buy.

In the meantime, what can you write other than “LOL” I would love to hear what you have to say.

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