🚀 How My Sales Soared When I Implemented This Listening Trick.
Whether you're a sales novice or expert, elevate your sales game today with these straightforward listening techniques.
Listen with Intention & Close More.
From a buyers perspective, they’re listening. They’re giving you attention (whether by email, or asking you a question) in relation to what you provide; service or product.
We’re all wired to say ‘no’ instinctually regardless if it's life saving. It requires a specific benefit or action that resonates with the customer for a successful purchase.
All it takes is the customer to think we’re not listening to start disengaging from the sale. Being connected while using simplified communication will usually get a ‘yes’ from the customer.
The Do’s & Don’ts to Listening.
Effective listening involves intentional engagement, acknowledging the speaker's perspective, and providing tailored responses. Avoid assumptions and interruptions, as these hinder understanding, and steer clear of generic responses to demonstrate genuine interest and enhance communication.
Three Do's when Listening:
1. Listen with Intention: Pay close attention to the buyer's needs and concerns. Understand their perspective and actively engage in the conversation, showing genuine interest in what they are saying.
2. Acknowledge and Validate: Respond thoughtfully to the buyer's queries or comments, acknowledging their concerns and validating their feelings. This helps in building rapport and establishing a connection, fostering a positive atmosphere for the sales process.
3. Provide Tailored Solutions: Offer solutions or benefits that directly address the buyer's specific needs or challenges. Tailor your responses to align with their priorities, showcasing how your product or service can genuinely meet their requirements.
Three Don'ts when Listening:
1. Avoid Assumptions: Refrain from making assumptions about the buyer's needs or preferences. Assumptions can lead to misunderstandings and may cause the buyer to feel unheard or overlooked.
2. Don't Interrupt: Allow the buyer to express themselves fully without interruptions. Interrupting can create frustration and hinder the flow of communication, potentially causing the buyer to lose interest in the conversation.
3. Steer Clear of Generic Responses: Avoid providing generic or scripted responses. Personalize your communication to demonstrate that you are genuinely listening and responding to the buyer's unique situation, increasing the likelihood of a positive outcome.
Effectively listening with intention is crucial in the sales process. Just like us, buyers are naturally inclined to resist, and it takes a specific, resonating benefit or action to secure a successful purchase. The customer's perception of being heard plays a pivotal role in their engagement with the sale. Connecting with them through simplified communication and demonstrating genuine interest not only fosters positive rapport but also increases the likelihood of a positive response. Conversely, assuming, interrupting, or responding with generic statements can lead to disengagement and hinder the sales process.
The art of listening, when done right, enhances the overall customer experience and significantly contributes to successful closures.
How can you tell if you're truly practicing active listening.
Take the time to reflect on these questions, and use your insights to cultivate and refine your active listening skills. This self-discovery journey will contribute to more meaningful and productive interactions in both personal and professional settings.
Identify Your Personal Listening Style.
Whether it's empathetic, analytical, or solution-focused. Understanding your instinctive response can unveil your preferred listening style.
How To Discover Our Listening Type.
Think about a situation where someone approached you with a problem. Did you find yourself naturally offering empathetic support, analytical advice, or collaborative solutions?
Consider how you respond to feedback or differing opinions. Are you more inclined to listen openly and adapt your perspective, or do you tend to stick firmly to your initial thoughts?
Conclusion.
In conclusion, mastering the art of listening is an ongoing journey that opens the door to richer connections and effective communication. As you embark on this path of sales self-discovery, remember that small changes in your listening approach can lead to significant improvements in sales, including climbing leaderboards.
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Listening is a skill - hard to master, but one of the most important and valuable skills we have
I particularly like this tip by Mochary to improve active listening:
Confirm that you heard them correctly by saying, "I think I heard you say …" Summarise what they said or wrote. Then say, "Is that right?" If they say, "Yes," you are done.
If they say, "Not quite," ask them to repeat it until you can summarize it correctly.
Once you have correctly summarized what they said, you can even go deeper by asking, "Is there more?"
It really helps the person feel heard and improve your own listening.
You can find out more about that here: https://docs.google.com/document/d/1NiCEEUO2-38pIVGM7nrnpGRykbbtv2xuqLoKW50ZzLw/edit?usp=sharing