The Sales Training Series – Listen to the customer


Shut Up And Listen!

Blessed with the “gift of gab” are you? That is good. But true sales professionals know that before they start gabbing customers about the features of their product or anything else, they need to listen to what the customer has to say -. And demonstrate that they are paying attention

Customers won ‘t buy from you if they do not like you, trust you or respect you. And they are much more likely to buy when you can position your product or service as a solution to what they perceive as an important need. Listening is the key sales skills that will allow you to earn the trust of customers and uncover their needs at the same time.

Customers think the more you understand their needs, but they understand the products.

Who decides whether you are a good listener? The client makes. And since customers can not read your mind, they can only judge by the behavior you show them. Here are five key indicators that determine whether customers will perceive you as a good listener:

What kind of questions do you ask? Open-ended questions (as opposed to “yes” or “no” questions) prompts the user to speak. It must happen before you can listen. Most salespeople ask too few open questions.

How do you show your interest? Focus your questions about the client’s interests, not your own. What are you talking about golf if that person is not playing?

Are you taking notes? If you’re so interested in what the customer is saying, why would not you take notes?

Are you summarize what you hear? If you think you’ve discovered an important need, reconstruct it to check your understanding. This not only wards off confusion, it shows that you are paying attention.

Do you use what you have heard in your presentation? Product cast your comes after you’ve listened to, not before. And when you make your presentation, every feature and benefit you discuss should be tied to the need to find a way to ask questions. It is the true test – and true payoff – listening skills

Customers will not buy your products unless they first “buy” you .. And no matter how charismatic you think you are, you can not sell yourself people who think you’re not paying attention to their concerns. Never mind that be interesting. Be interested

in the field: ..

A sales representative for electrical equipment company landed a $ 77,000 order thanks for listening he picked up in action Retail Sales Training workshop

On call an electrical contractor, the salesperson used open-ended questions to uncover the basic needs drive purchasing decision: Developers need to buy food at a price point that would not exceed the amount that he had testified at a certain job, and he had to buy them fast. The salesperson listened carefully, reiterated the need to check their understanding and quickly made an offer that is tailored to the very requirements. It is hardly surprising that he was to win the bid.


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