Required Reading: The Key To Selling More Is Selling Nothing
Destination CRM, Friday, January 26th, 2024
Sales coach and trainer Joe Pallo claims to have developed an approach that has helped hundreds of top sellers double or triple their production without spending more time at work.
Called the EARNING system, Pallo spells it out in his new book, How to Sell Nothing: The Logical Way to Make the Emotional Sale. In the following interview with CRM editor Leonard Klie, Pallo offers a logical blueprint for making the emotional sale by first creating the relationship.
CRM: You say in the book that salespeople today talk too much and don't listen to customers or prospects. Why do you think that is the case?
Pallo: If you ask most salespeople, they will all admit that they have all talked past the sale. Personally, I believe that whoever is talking is buying. In a selling situation, if I am talking more than you, I am literally buying your objections. We need to get prospects talking. Doctors can't treat a medical problem until the patient tells them what's wrong, and I can't sell you until you tell me what's wrong or how and why to fix it.