Listening As A Sales Tool

Your listening skills have a direct correlation to your business results. How? Some salespeople become so involved in what they have to say that they lose sight of the reason why they're there ... to discover their prospect's wants and needs. It's difficult to do that if you are the one doing all the talking.  Here are some suggestions to help you to improve your sales results through your listening skills.   

1. Think before you speak. Allow your prospect to fully crystallize their thoughts before you offer your possible solution. Their next articulated thought could take you both in a totally different direction.  

2. Silence is your friend. Use silence to allow time for that next articulated thought and to control the flow of the conversation. Allowing silence will encourage your prospect to talk.

3. Interrupting is a conversation killer. You will not be perceived as a good listener, or a credible source if you interrupt your prospect. If you think of something you just have to say, jot it down for mention after your prospect has finished speaking.  

4. Ask for details. If your prospect mentions a concept or thought that is foreign to you, ask for clarification. Let them know you are listening and that you are willing to learn.  

5. Practice patience. Even if you've heard it all before, you have not heard it from this particular prospect. Avoid comparisons and judgments to past clients and prospects. Listen to every prospect with fresh ears.  

And remember to always ask yourself the W.A.I.T question...

Why Am I Talking?