anyone heard of the 90/10 or the 80/20 rule and is that possible? Can a sales rep get a client speaking for 90% of the meeting while on speaking for ten percent? What is the best strategy to do that?
90/10 or 80/20 rule?
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I get the sentiment you need to listen, but you need to talk to add value. You cant just ask them questions like a reporter and assume they will think its productive
If you’re talking chances are you’re not listening. If you aren’t listening you’ll never hear anyone tell you what they need. If you don’t know what they need how can you sell it to them?
By ramming it down their throats at high speed!!!!!!!!
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That's called, transactional sales with short sales cycles. LOL!
It’s quite difficult to lead to a close when only speaking for 10-20%.
It’s all about 2 way conversation that cannot happen with just one party speaking. Is this being followed in your org?
Ask questions, then shut up. Also don’t get fixated on specific percentages. Do enough talking and listening to get the job done.
90% is pretty extreme... during a discovery conversation it should be more like 60-70
That ratio is way off, not realistic at all. You should be aiming for something between 50/50 and 60/40 during a discovery call (60 = listening and 40 = talking)
Depends on what type of call it is, but 10-20% is low unless I have an SE also speaking on the call
That is unrealistic. At some point, you're going to need to talk.
I usually coach to 70/30. Very doable and very effective. Listen to understand not to respond.
I got with classic Pareto 20/80 - where 20 percent of the variables affect 80 percent of the outcome. I use the 20 talk time to ask questions and drive meaningful conversations
Ask questions and speak like you know something. I don't really think it matters a whole lot if you can do that. Then they'll want to hear you speak all day.
Then again, when you're out with someone, making the conversation about them is never a bad thing either. Easy to listen to people talk and lead the convo.
Then again, when you're out with someone, making the conversation about them is never a bad thing either. Easy to listen to people talk and lead the convo.
Absolutely has no rule to me.
Just feel free to speak whenever it's required, either to explain your product or to check the prospects understanding to your offer, or even whenever you're asked a question by them for something they need to get a clarification for,as long as you're doing that without cutting em off that's fine!
Just feel free to speak whenever it's required, either to explain your product or to check the prospects understanding to your offer, or even whenever you're asked a question by them for something they need to get a clarification for,as long as you're doing that without cutting em off that's fine!
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