Wednesday, January 12, 2011

Listening Builds Sales Relationships

Selling is helping your prospect make a decision, and for you to do it successfully, communication skills are very important. There are really only three ways you can communicate: listen, ask questions and make statements.

Start by asking your prospect open questions, listen attentively and lean forward, face the prospect directly rather than at an angle. Track the speaker with your eyes and listen without interruption.
The next step becomes making a case for the solutions you want to show your prospect.

In the history of selling nobody ever listened themselves out of a sale. A winner listens; a loser just waits until it’s his turn to talk. Joe Girard ,the Detroit salesman who is credited in the Guinness Book of Records  as the world’s greatest sales man put it in a nutshell when he said ‘God  gave us two ears and one tongue  so we could listen more than we talk’ .It was that philosophy that helped him sell 1425  individual cars in one year.

The ability to pay close, uninterrupted attention to a person when he is speaking is the main listening skill. It is the hardest facility to develop and is equally the most important of all. It requires continuous practice and discipline. And it’s not easy. It is hard to keep your thoughts from wandering, but the payoff is tremendous

Remember: Silent and Listen are spelt with the same letters
 Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

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