Listening Pays !!!
Listening Pays !!!
So, how can you improve your sales results?
Listen to Understand, not Reply - Give your prospects and customers time to express their needs priorities and desires. Avoid interrupting or suggesting solutions until you hear them out.
Make Eye Contact - If you are taking notes during the sales call, glance up at customers frequently to show them you are interested in what they have to say.
Repeat Important Points - Summarize key points to insure you have understood them correctly and to show them how well you listened.
Listen Actively - To process everything customers say, keep your brain engaged. Think about how their needs match your product.
Ask Open Questions - Open questions, which elicit more than just a "yes" or "no" answer, encourage your customers to give you more information.
Listening is the key to sales success.
[top]
Remember, you have two ears and one mouth -
so use them in that ratio!
Listening Pays - To learn more about this author, visit Craig Arnoff's Website.
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To produce exceptional sales results, salespeople must be effective communicators. However, salespeople tend to do more talking than listening. In a typical 60-minute sales call, a salesperson spends 30 minutes talking about products or services, 9 minutes asking questions ,and 12 minutes letting the customer speak. Clearly, not enough time is spent asking questions and listening to customers - the only way salespeople can learn what it will take to quickly close the sale.
So, how can you improve your sales results?
Listen to Understand, not Reply - Give your prospects and customers time to express their needs priorities and desires. Avoid interrupting or suggesting solutions until you hear them out.
Make Eye Contact - If you are taking notes during the sales call, glance up at customers frequently to show them you are interested in what they have to say.
Repeat Important Points - Summarize key points to insure you have understood them correctly and to show them how well you listened.
Listen Actively - To process everything customers say, keep your brain engaged. Think about how their needs match your product.
Ask Open Questions - Open questions, which elicit more than just a "yes" or "no" answer, encourage your customers to give you more information.
Listening is the key to sales success.
[top]
Remember, you have two ears and one mouth -
so use them in that ratio!
Listening Pays - To learn more about this author, visit Craig Arnoff's Website.
Like this article? Share it with your friends
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