This can be difficult to do when there’s noise or people around, but it’s necessary. When you’re on the phone with or meeting with a potential client, it’s crucial that you pay attention to what they’re saying. Listening to your prospect’s specific needs, concerns and questions will help you to gain their trust. This will allow you to empathize and show that you care, which builds trust. They pay attention to their tone, their expressions, and their body language.īy reading your prospect through more than just their words, you can gain a better understanding of their current situation. The best sales people forget about their scripts and agendas, and concentrate on really listening to what the prospect is saying. It’s usually a downward slope that ends in failure. This usually results in the prospect feeling like the sales rep is only out to sell to them, regardless of whether or not it’s in their best interest. When salespeople act subservient to a prospect, it makes them seem more like a pet than a person. This salesperson is acting more like a dog waiting for their master’s commands than a professional. They instead wait for specific words or phrases that tell them whether or not they should buy. Sales reps often make the mistake of not listening carefully to what a prospect says. Listen intently to the prospective customer Here are some of active listening techniques. This not only helps them on their initial sales calls with potential customers, but throughout their entire sales process. This behavior can miss out on key opportunities to build trust, understand customer needs, and show that you empathize with their point of view.Īs an excecutive sales coach, active listening skills are one of the first things you train our sales team members on. Salespeople tend to focus too much on their own turn to speak or what they’re going to say, rather than really listening to what the customer is saying. Provide a solution- based on your understanding of the situation and your knowledge of your product, offer your solution to their problem.Īctive listening is an important skill for sales professionals, but it’s often difficult. Clarify your understanding- ask relevant questions to make sure you understand the situation.Ĥ. Repeat what the caller is saying- tell them you understand what they are feeling and what they are talking about.ģ.
ACTIVE LISTENING FULL
Listen to your caller- give your full attention and really understand what they are telling you.Ģ. There are four steps to active listening:ġ. Here’s everything you need to know about active listening in sales.
By observing and truly understanding your client, you can close more deals and build better relationships. Active listening in sales is the key to your success in the profession.
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