W.A.I.T. for the sale!

Found this on Facebook!! LOVE IT!!!


Most sales trainers today instruct you to ask your prospects questions to help you figure out how you can help them. You want to learn more to find out what interests them, what frustrations they have, and what gets them excited, their goals, etc. This is part of compassionate selling and it’s a good approach.

Sadly, the part most programs are missing happens to be the most important part – how to W.A.I.T. for the sale. As you might have guessed, W.A.I.T. is an acronym and it is one of the most valuable tools in your sales kit.

W.A.I.T. stands for “Why Am I Talking” and is a great reminder to listen to your customer’s answers when you are asking questions. Some salespeople are in such a hurry to get the answers and get to the next question so they can start in on their sales pitch. The “compassionate” part gets the short end of the stick, and the relationship never fully develops. When this happens, the prospect ends the meeting with an, “I have to think about it” instead of a purchase.

The only two times you should be talking are when you are asking a question or when you are answering a direct question. Once you’re done answering, ask another question and let the prospect talk. This is the only way you can fully understand what they need and make an appropriate recommendation to truly satisfy the prospect.

So the next time you meet with a prospect, remember to W.A.I.T. for your sale to develop. You’ll be rewarded more sales, more team members and more referrals than ever before. Then sit back and WAIT for your business to explode.