The 70/30 Rule To Client Relationships

"Listening, not talking is key to selling high value professional services and solutions," according to Joe Murphy, the professional sales force and turn around consultant. Maybe you've heard this quote, "God gave man two ears and one mouth, and he is supposed to use them in that proportion."

The best people who consult and sell practice what is called the "70/30 rule." This rule says you should talk only 30 percent and listen 70 percent. Most people make the fatal mistake in selling believing that selling is really about being a good talker. People who believe this are usually not very successful, a little arrogant and probably not very good learners. They think they should talk the client to death. You have even heard people say, "You have the 'gift of the gab' and therefore you should be in sales. Nothing can be further from the truth.

Using your ears and mouth in this ratio is one of the vital key to sales success, in almost any profession. In fact, when you think about it, the ability to listen well is indispensable in developing high quality relationships.

One of the keys to developing the "70/30" habit is to focus "On the Other Person." This mean that you need to become "other-centered." This means be interested in others, instead of trying to become interesting.

Here are two great ways to do this;

1. Put an imaginary spotlight on the other person. Think of the person on a stage and the spotlight is on them.
2. This one is key; ask great questions. One of the best skills you can develop is to ask great questions of the other person. When you do this, you cannot help but to get the other person to talk about their needs, their problems, and how they want to be helped.

Good luck.