One thing that I watch salesmen who have direct contact with customers do is open their mouth way too much. Having the ability to limit how much talk and open your ears to the customer truly will make your presentation explode.
Today, we are going to outline some things on why you should listen and some basic tips on how to achieve this.
1. People Love To Talk
Making a sale as comfortable as possible for a prospect is the best thing that you can do as a salesman. To do this, simply let them talk. People love to talk about themselves, so let them. Giving people the opportunity to speak makes them feel like you care about them, and gets them to feel more comfortable with you the sales employee.
2. Understanding Your Customer
Not only is listening getting your customer more comfortable with you, it should be doing them same for you. With them talking, you should feel more of an understanding on what their needs are and how you can better their situation. Be sure to always listen for exactly what they need. There is nothing worse than suggesting something to a prospect that completely disagrees with their wants and needs.
3. 30 Seconds Max
One way to make sure that you have your ears open is to keep your statements and questions to a 30 second time limit. This ensures that you aren’t talking yourself out of a sale.
4. Short Questions Lead to Long Answers
One great thing that I have learned upon my years in sales is that short questions produce long answers. Keeping your questions to just a few words can bring up a 5-10 minute answer by your prospect. Again, this is the best thing that can happen. Having an open client means in the near future, they will be open to your ideas as well. Ask simple questions like: Why? How?. Simple questions like that can go a long way.
Enjoy!
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