Hi,
Sales people talk. Sales people also listen. But from my observation of sales people in a number of training programs I conducted so far, I found them talking more and listening less. When we have checked for the amount of time taken by a salesman for listening and talking during a sales conversation, it was more for talking than for listening. Should the salesmen be talking more? No. Could they have listened more for greater success in sales? YES.
I have never heard or seen a sales person losing a sale because of listening to the customer's needs, wants, and desires. These guys are very smart. They ask questions and learn about what their customers want. They give importance to their customers. They demonstrate it through their actions. The nod their heads in appreciation of what the customer is saying. They take notes while the customers talk. They let their customers talk without interrupting them. At times, they consciously pause so that the customer would talk.
Listening also helps gain trust and confidence of the customer. With trust in place, he would be more than willing to let you talk and listen to you. But, remember LISTENING is the key to success in sales. Listen more and more. Listen consciously. Listen with intent and interest. You will win more sales and become more successful in your career.
To your sales success,
Sales people talk. Sales people also listen. But from my observation of sales people in a number of training programs I conducted so far, I found them talking more and listening less. When we have checked for the amount of time taken by a salesman for listening and talking during a sales conversation, it was more for talking than for listening. Should the salesmen be talking more? No. Could they have listened more for greater success in sales? YES.
I have never heard or seen a sales person losing a sale because of listening to the customer's needs, wants, and desires. These guys are very smart. They ask questions and learn about what their customers want. They give importance to their customers. They demonstrate it through their actions. The nod their heads in appreciation of what the customer is saying. They take notes while the customers talk. They let their customers talk without interrupting them. At times, they consciously pause so that the customer would talk.
Listening also helps gain trust and confidence of the customer. With trust in place, he would be more than willing to let you talk and listen to you. But, remember LISTENING is the key to success in sales. Listen more and more. Listen consciously. Listen with intent and interest. You will win more sales and become more successful in your career.
With love,
Siva
PS: Sales Secrets published earlier can be found at the link given below:
Siva
PS: Sales Secrets published earlier can be found at the link given below:
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