Learning how to improve your listening skills can jump-start your selling results because it gets your sales prospects and customers talking.
Most salespeople have poor listening skills and end up talking too much.
You're not likely to establish credibility and build rapport with your sales prospects and customers when you're doing all the talking.
This type of selling usually results in an immediate pushback.
Don't over-load your prospects and customers. Instead try learning to engage them in a real conversation.
Here's the ultimate choice every sales person faces on a daily basis. You can sell something or help someone buy what you’re selling. It’s that plain and simple.
Think about this for just a minute. Which of these approaches is likely to create less customer resistance?
Don't let the customer yank your chain by asking you to talk about your products/services before you've had a chance to ask your sales questions.
Instead of talking about your products prematurely say something like this. "I'd like to tell you about our unique products, but before I do I want to ask you a few real quick questions to focus on what might work best for you."
Don't start selling until you know exactly what your sales prospect and/or customer needs.
Now remember, when he's talking you should be employing your listening skills and taking good notes.
In your face listening simply telegraphs to your sales prospects and customers that you care enough about them to listen to what they're talking about.
Once you learn enough about your customer and the problems he's trying to solve you can then effortlessly transition into your sales presentation by saying something like this.
"Based on what you've just told me, I'd like to recommend one of our products and show you how it would work best for you."
And remember this too, the selling process is about you the "Seller," and the buying process is all about your potential customer.
Go ahead and do a little head scratching if you want to. Which approach do you think your sales prospects and customers prefer and will respond to more favorably?
Uncovering specific problems and presenting tailored solutions to deal with these problems is as good as it gets.
This approach isn't about an in your face selling style. This is all about your conversational listening skills!
Your customer wins because you've listened and now understand what he really needs.
And of course you win too.
Nothing motivates a buyer to buy more than a sales person who is paying attention, listening attentively and of course taking good notes.
Stop selling and start helping your sales prospects and customers buy your products.
You'll sell more and earn more when you learn how to engage your ears before you employ your mouth.