SALES - LISTEN AND HEAR

When you listen, do you really HEAR what the other person is saying? Good listening followed by the RIGHT questions is critical to building rapport, avoiding misunderstandings, and matching your products and services to show clear benefits to a buyer. It takes a lot of concentration and determination to be a good listener. Some tips for effective listening:

Give your undivided 100% atttention to whoever is speaking. Turn off the cell phones. Look them in the eye, take notes if necessary, and do not look around the room or get distracted.

Body language is 50% or more of effective communication and listening. Nod occasionally, smile, or frown. You listen with your face as well as your ears.

Let someone finish their thoughts and do not try and formulate answers before the person is finished speaking. Don't immediately give a counter argument or try to overcome their objection to products and services.

Reconfirm what someone has said using your own words and additional questions to make sure there is no misunderstanding.

After asking the right questins, listening intently, you then can start closing the sale. Your comments and input are appreciated. If you want to discuss how this may help your organization have better sales, please do not hesitate to contact me.