𝗧𝗮𝗹𝗸 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗼𝘂𝘁 𝗼𝗳 𝗮 𝘀𝗮𝗹𝗲

Many moons ago, when I first started out in sales, one of the first lessons I was given was SHUT UP! This may seem odd, given sales is all about talking to people, but it's one of the biggest traps a lot of us fall into. We're so desperate to keep the prospect engaged that we can literally talk ourselves out of the deal they have just agreed to.

Me: "So that's four M365 @ £7.90 per month and £95.00 installation and configuration."

Customer: "This installation, is that for each............"

Me: "The £95.00 is for four."

Customer: "Oh! I thought it was each? I was going to say, did you have to configure each one or will they all be the same. But hey, £95.00 for the four is even better."

Me: "Damn! It could be each?"

Customer: "I think I like for four better."