Do you stay too long with your customers? Some salespeople like to socialize with their customers. Fact is, some customers like to chat and will detain anyone that will listen. If you have a long-winded customer, you can waste valuable time talking without getting down to business. When your buyers go off on a tangent, you can bring them back to business by not responding with head nods and smiles. Most people will stop if they aren't getting positive reinforcement. When they get back on subject, resume positive strokes like nodding, smiling and encouraging them to elaborate. When they wander off subject, you can bring them back by saying; "You said something a moment ago that struck me as important." That will get them back on track to discussing their preferences, priorities and problems.
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