Robotics from the B2B world: 28. Should you talk more or listen more?
Are you in the B2B industry and like to stay in the loop? Follow our robotips, and you're guaranteed a stream of interesting information (not only) about B2B sales & marketing.
Do you know the saying “listen twice as much as you talk”? Surprisingly, it doesn’t apply to cold calls (i.e. first, unannounced phone calls)!
This is according to statistics presented in the article 30 Mind-Blowing Sales Stats That Will Change The Way You Sell on the Gong.io website.
According to them, salespeople who talk 55% of the time (and only listen 45% of the time ) are more successful at cold calling.
Conversely, less successful salespeople talk only 42% of the time and listen 58% of the time.
Why is it like this?
The goal of a cold call is not to explore the customer’s needs in detail. The goal is usually to arrange a meeting.
And for this you need:
- Introduce yourself and your offer.
- Explain the benefits of the meeting.
- To interest and convince.
There will be time for a detailed needs assessment at the scheduled meeting.
Previous robotip: Don’t push the saw the first time
