Lehigh Valley Chamber of Commerce
  • ABOUT US
    • The Chamber
    • Our Offices
    • Meet Our Team
    • Meet Our Board
    • Careers
    • Media >
      • Game Changers
      • Chamber in the News
      • Connections Archive
      • Business Matters
      • On Every Main Street | WDIY
      • Chamber Blog
      • Testimonials
  • CHAMBERS & COUNCILS
    • Cities & Communities >
      • Chamber Map
      • Allentown Area Chamber >
        • Downtown Allentown Business Alliance
      • Bethlehem Area Chamber >
        • Christmas Trellis Ornaments - 2021 Educators
        • #BacktoBethlehem
        • CHRISTMAS IN BETHLEHEM
        • Christmas City
        • Downtown Bethlehem Association | Lehigh Valley Chamber
      • Carbon Chamber & Economic Development Corporation
      • East Penn Area Chamber
      • Easton Area Chamber >
        • Easton Area Chamber Board
      • Emmaus Main Street Partners >
        • Emmaus Green & Gold Coupon Card
      • Forks Business Association >
        • Forks Business Association Board
      • Greater Northampton Area Chamber
      • Greater Northern Lehigh Chamber
      • Hellertown Lower Saucon Area Chamber
      • Nazareth Area Chamber
      • Phillipsburg Area Chamber >
        • Phillipsburg Area Chamber Board
      • Pocono Chamber of Commerce
      • Southern Lehigh Area Chamber
      • Western Lehigh Area Chamber
      • Whitehall Area Chamber
    • Business Councils >
      • Ambassadors Council
      • Small Business Council >
        • Snowball 2023
        • Masterminds
      • Nonprofit and Business Partners Council
    • Diversity Councils >
      • DEI Collaborative
      • African American Business Leaders Council >
        • Scholarships
        • Black Owned Businesses
        • Past Events
      • Hispanic Chamber of the Lehigh Valley >
        • Hispanic Owned Businesses
        • HCCLV Webinars
      • LGBTQ Business Council >
        • LGBTQ Pledge
        • LGBTQ Friendly Business Directory
        • LGBTQ Business Council Community Grant
      • Veterans & Military Council >
        • Helping our Heroes
      • Women's Business Council >
        • ATHENA AWARDS
        • Women2Women Mentoring
        • WBC Scholarships
      • Young Professionals Council >
        • YPC Scholarship
  • EVENTS
    • Chamber Event Calendar
    • Economic Outlook 2023
    • Webinar Library
    • Major Event Recordings
    • Restaurant Weeks >
      • East Penn Area
      • Hellertown-Lower Saucon Winter Restaurant Week
      • Northampton Area Restaurant Week
      • Nazareth Area Restaurant Week
      • Southern Lehigh Restaurant Week
      • Whitehall Area
  • Public Policy
    • Advocacy
    • Committees >
      • Energy & Environment
      • Healthcare
      • Tax & Regulatory
      • Transportation
    • Registered Apprenticeships
  • MEMBERSHIP
    • Membership Application
    • Membership Investment Levels
    • Information Request
    • Member Benefits >
      • Benefits Overview
      • Signature Health Plans with Capital Blue Cross
      • Event Sponsorship
      • Marketing with The Chamber
      • Member Deals & Discounts
      • Member-Exclusive Programs
      • Ribbon Cuttings & Grand Openings
    • Refer a Member
    • Member Login
    • Support our Mission
  • BUSINESS DIRECTORY
    • Business Directory
    • Pocono Chamber Business Directory
  • COMMUNITY
    • Career Pathways
    • Chamber Foundation: Main Street Lehigh Valley >
      • COVID-19 Relief Fund
    • Employer and Workforce Services
    • Our Community Partners >
      • Capital Blue Cross
      • Lehigh Valley Economic Development Corporation
      • Workforce Board Lehigh Valley
    • Made Possible in Lehigh Valley
    • Discover Lehigh Valley
  • ABOUT US
    • The Chamber
    • Our Offices
    • Meet Our Team
    • Meet Our Board
    • Careers
    • Media >
      • Game Changers
      • Chamber in the News
      • Connections Archive
      • Business Matters
      • On Every Main Street | WDIY
      • Chamber Blog
      • Testimonials
  • CHAMBERS & COUNCILS
    • Cities & Communities >
      • Chamber Map
      • Allentown Area Chamber >
        • Downtown Allentown Business Alliance
      • Bethlehem Area Chamber >
        • Christmas Trellis Ornaments - 2021 Educators
        • #BacktoBethlehem
        • CHRISTMAS IN BETHLEHEM
        • Christmas City
        • Downtown Bethlehem Association | Lehigh Valley Chamber
      • Carbon Chamber & Economic Development Corporation
      • East Penn Area Chamber
      • Easton Area Chamber >
        • Easton Area Chamber Board
      • Emmaus Main Street Partners >
        • Emmaus Green & Gold Coupon Card
      • Forks Business Association >
        • Forks Business Association Board
      • Greater Northampton Area Chamber
      • Greater Northern Lehigh Chamber
      • Hellertown Lower Saucon Area Chamber
      • Nazareth Area Chamber
      • Phillipsburg Area Chamber >
        • Phillipsburg Area Chamber Board
      • Pocono Chamber of Commerce
      • Southern Lehigh Area Chamber
      • Western Lehigh Area Chamber
      • Whitehall Area Chamber
    • Business Councils >
      • Ambassadors Council
      • Small Business Council >
        • Snowball 2023
        • Masterminds
      • Nonprofit and Business Partners Council
    • Diversity Councils >
      • DEI Collaborative
      • African American Business Leaders Council >
        • Scholarships
        • Black Owned Businesses
        • Past Events
      • Hispanic Chamber of the Lehigh Valley >
        • Hispanic Owned Businesses
        • HCCLV Webinars
      • LGBTQ Business Council >
        • LGBTQ Pledge
        • LGBTQ Friendly Business Directory
        • LGBTQ Business Council Community Grant
      • Veterans & Military Council >
        • Helping our Heroes
      • Women's Business Council >
        • ATHENA AWARDS
        • Women2Women Mentoring
        • WBC Scholarships
      • Young Professionals Council >
        • YPC Scholarship
  • EVENTS
    • Chamber Event Calendar
    • Economic Outlook 2023
    • Webinar Library
    • Major Event Recordings
    • Restaurant Weeks >
      • East Penn Area
      • Hellertown-Lower Saucon Winter Restaurant Week
      • Northampton Area Restaurant Week
      • Nazareth Area Restaurant Week
      • Southern Lehigh Restaurant Week
      • Whitehall Area
  • Public Policy
    • Advocacy
    • Committees >
      • Energy & Environment
      • Healthcare
      • Tax & Regulatory
      • Transportation
    • Registered Apprenticeships
  • MEMBERSHIP
    • Membership Application
    • Membership Investment Levels
    • Information Request
    • Member Benefits >
      • Benefits Overview
      • Signature Health Plans with Capital Blue Cross
      • Event Sponsorship
      • Marketing with The Chamber
      • Member Deals & Discounts
      • Member-Exclusive Programs
      • Ribbon Cuttings & Grand Openings
    • Refer a Member
    • Member Login
    • Support our Mission
  • BUSINESS DIRECTORY
    • Business Directory
    • Pocono Chamber Business Directory
  • COMMUNITY
    • Career Pathways
    • Chamber Foundation: Main Street Lehigh Valley >
      • COVID-19 Relief Fund
    • Employer and Workforce Services
    • Our Community Partners >
      • Capital Blue Cross
      • Lehigh Valley Economic Development Corporation
      • Workforce Board Lehigh Valley
    • Made Possible in Lehigh Valley
    • Discover Lehigh Valley

GREATER LEHIGH VALLEY CHAMBER BLOG

SALESPEOPLE, PLEASE - JUST STOP TALKING (AND LISTEN MORE)

1/10/2020

0 Comments

 
Dan Storm
Sandler Training, Small Business Council 
I was on the receiving end of a sales pitch last week from a company that claims to eliminate the need for cold calling. Eliminate cold calling? You have my attention - please continue! 

​

For the next 20 minutes I proceeded to listen. The salesperson on the other end proceeded to tell me about the specifications, features, and benefits of their service. I found my mind wandering to other tasks I needed to complete for the day. At one point, I unconsciously opened my email and started checking it. The worst part? When the conversation began, I was truly interested in the service I was being pitched. I was on the hook, and I completely disengaged because two things happened: 


1) There was not two-way discussion in the conversation. I gave up trying to have a conversation and started reply- ing to emails.
2) There was zero discussion about my needs. I assume the service could pro- vide some benefit to me, maybe even 
make my life easier. The problem? I never had the opportunity to under- stand how the service could help me because the “pitch” went into the details quickly, and the salesperson didn’t take the time to find out how the service may benefit me. 

I was able to ask a few questions, but it was clear the salesperson was just waiting to answer. 

Salespeople – A good general rule is the 70/30 rule. 
· 70% the prospect talking and you 
listening (not just waiting to respond) 
· 30% you talking. Most of this should 
be asking questions to understand the prospect’s situation. 

Bottom line: Telling isn’t Selling. A prospect that is listening is no prospect at all. As a sales professional – if you’re doing most of the talking, you’re missing an opportunity to understand whether or not your product or service fits a need of the customer. Without understanding if the prospect has a need for your offering, you’re wasting the

​
0 Comments



Leave a Reply.

    Categories

    All
    Ambassadors Council
    Chairman's Column

    Archives

    October 2022
    August 2022
    November 2021
    August 2021
    June 2021
    April 2021
    March 2021
    February 2021
    January 2021
    July 2020
    April 2020
    March 2020
    February 2020
    January 2020
    October 2019
    September 2019
    August 2019
    July 2019
    June 2019
    April 2019
    February 2019
    January 2019
    December 2018
    November 2018
    October 2018
    September 2018
    August 2018
    July 2018
    May 2018
    February 2018

OUR OFFICES   |   CONTACT US   |   MEMBERS ONLY   |   SUBSCRIBE TO THE CHAMBER

Copyright © 2020 Greater Lehigh Valley Chamber of Commerce.  All rights reserved.