Are you listening to what they want? If you follow the top sales guru’s you’ll hear them say, “Two ears and one mouth. Listening is more than speaking”. Many times we get excited because we have a new prospect that wants to work with us and we aren’t truly listening to what their needs and priorities are. I’ve learned that if you tune into what’s important to them you’ll get a lot further than trying to convince or persuade them.
Many times our prospect don’t know what they need until we dig deeper and uncover what it is they truly the problem to solve. Take a moment and think back to one of your sales conversations, did it turn out the way you wanted? Were you listening or were you just focusing on answering their questions? Were you focused on maybe they can’t afford you? Did you take a moment to ask those “important questions” that would lead to providing them with a solution?
By listening to what’s important to them you will be able to get it done right the first time and the prospect will walk away with a satisfying experience.
Now that you’ve thought back to one of your sales conversations, do you think your listening skills could need some work? Would you like to close the sale more often?
Listening is a skill that must be developed. When you focus more on listening and less on sales prospects will see you as the expert and you will get to the sale much easier.
If you are ready, let’s get to work on improving your listening skills and close the sale! Join me for How to Hear “Yes” More Often Interactive Workshop on May 19, 2016.