The ratio I recommend is 70% of the time – the prospect must be talking. If we get our prospects to talk more through our strategic intelligent questions, we can find out and understand more of their desires. Too many salespeople talk too much and thus disengaging the prospect. How are we to find out what’s in their mind when we are talking all the time? We can’t. We can only do that through asking questions, listening, and reflecting upon it.

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

© 2009 Sales Ninja Training. All Rights Reserved.

Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their salespeople into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation, and leadership training, visit our website.

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