Listen if you want to sell more REALLY listen!
11 May 2008
The biggest mistake most salespeople make when listening to a prospect is they hear something that they think is important and that needs responding to in order to get the sale and they start thinking of how they will respond to that statement. Worse still in their eagerness to respond they may even interrupt the prospect.
Rule 1 NEVER interrupt the prospect. Its rude and they will not like it and neither will they like you for doing so. If you cannot remember all the points you need to respond to, jot down a very brief note.
Rule 2 NEVER think about what you are going to say in response to the prospects statement. Carry on listening. Most prospects will know that you are thinking instead of listening to what they are saying. They will see it in your eyes and by the change of expression on your face, no matter how carefully you think you can control it. Again, they will think you are rude, they will not like you and they will hold back on really opening up to you and giving you the information you need to be able to sell to them.
Rule 3 - Be there totally in the time and in the space your prospect is. Be totally with them.
Rule 4 Make sure they know you are interested in them and support them. Make them feel safe enough to say whatever they want to say and they will give you all the information you need to make the sale.
Rule 5 Let them know you are listening. Acknowledge what they are saying with a simple smile, a nod and appropriate gestures.
Rule 6 Do not judge the person.
Rule 7 - Respect the person.
Rule 8 - Listen with empathy. Be aware of the emotional level of the person you are interacting with. Be especially aware of circumstances where they are feeling or expressing pain.
Rule 9 - Listen beyond the sounds and the emotion. What else are they communicating? Look for non-verbal signals and body language.
Rule 10 Spend at least 50% of the time with your prospect listening. You may find it difficult, especially if you are an energetic, articulate and outgoing salesperson. So check out how much time your have spent listening at the end of every sales call. If you spent 50 percent of the time or more speaking, you were talking too much and not listening enough!