If you believe, as we do and as we teach in our consultative selling training programs, that listening is a critical skill for sales success, here are four helpful tips for listening smarter. The objective is always to build rapport and trust so your customer is comfortable sharing their wants and needs. Only then can you craft a solution that will fit their situation. By listening “smart,” you have the chance to learn what you need to know about your potential buyer.
- Pay undivided attention. Make eye contact if you are in a face-to-face meeting so your customer knows you are paying attention…and do not multi-task if you are on the phone.
- Talk less. If you are focused on what you are saying or what you plan to say next, you are not actively listening. Every moment spent not listening risks a missed opportunity.
- Confirm and clarify. Make sure you have understood correctly by paraphrasing what you think you heard and ask follow-up questions until you have it right.
- Use appropriate body language. Nods and encouraging facial expressions reassure your customer that you are really tuned in.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
