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Increase Sales - Six Steps to Improve Selling Listening Skills
Written by: Paul RoeschArticle Overview: With practice and conscious resolve, a salesperson can acquire the mental agility to become a better listener by mastering these six "mental listening exercises": Vince Lombardi once said, "It's not practice makes perfect, its PERFECT practice makes perfect. The buyer will tell you what they want to buy, but you have to listen very carefully to find out.
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Free Download - Increase Sales - Six Steps to Improve Selling Listening Skills By Paul Roesch |
Increase Sales - Six Steps to Improve Selling Listening Skills
Six Steps to Improving Selling Listening
Skills
1) Learn to "listen ahead":
By "listening ahead", trying to anticipate where a discussion is
leading to, during the dialogue, determining the conclusion in advance of your
required response allows you to relax and improve information absorption
2) Learn to periodically validate communicated information:
By mentally striving to validate the accuracy and completeness of
information points made by the prospect, especially during pauses in the
dialogue, (which can be achieved with note taking), you can allow yourself to
absorb more information easier, especially information forthcoming in the
continued dialogue
3) Utilize "Active Listening" techniques:
By periodically, mentally summarizing the major points communicated by the
prospect and voicing, reaffirming your interpretation of the points made back
to the prospect you add a tremendous amount of clarity to the information
exchanged thus far
4) Strive to understand versus "Judging":
By working to consciously understand what the prospect is saying versus the
natural tendency of judging - approving or disapproving what is said will allow
you to absorb what is actually said more than any other listening development
technique
5) Use your eyes to "get the rest of the story"
By listening with your eyes, paying attention to the prospect's body
language, their nonverbal facial and body movements or hand gestures you can
see what the whole body is trying to tell you, not just the mouth!
6) Maintain a mental repertoire of common responses:
By mentally developing and rehearsing how you are going to strategically
respond to common sales prospect purchase objections, for example, in advance
of a sales call, allows you to listen more effectively. A comprehensive mental inventory
of common responses will also give you more confidence in any selling situation. This can be most easily accomplished by mastering the use of "phrases".
Paul M. Roesch © 2009
Article Tags: listener, listening skills, mental agility, resolve, salesperson, six steps
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About the Author: Paul Roesch RSS for Paul's articles - Visit Paul's website I am an entrepreneur and always eager to learn about and flush out ideas about new concepts and opportunities. My career has enjoyed the advantages and independence of American small business ownership generally focused in sale of intangible services. Self-employment ownership has included a commercial independent insurance agency and the franchise business model. Corporate world experience has included positions in franchising concepts like mature giants Realogy’s Century 21, Prudential Real Estate Affiliates to start up and emerging franchise systems like Case Handyman and City Publications. Franchise Sales and Development experience includes working directly with franchise prospects and franchisees completing new, conversion, resale, merger & acquisition growth and expansion as well as system and unit expansion through Area Development. Franchise Operations knowledge includes project management and operational functions leading the successful technology logic overhaul, delivery and training for Franchisor and franchisees including email migration, client relationship management (CRM) system, franchisee individual website development, optimization and conversion. Click here to visit Paul's website Making Sales using Features vs Benefits Skill Risk Reduction Technique and Action Increase Sales Six Steps to Improve Selling Listening Skills Win Franchise Sales and at Franchise Development in a Tough Economy Franchise Sales are Predictable with a well defined Franchise Sales Process Franchise Sales Success Improves by Using a Franchise Proposal |
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