An aspect of sales that is largely taken for granted is active listening. This practice aids greatly in building a solid relationship with a client and reliable business for a long time. Active listening is a key skill for a salesperson that not only leads to more sales, but also helps develop their interpersonal skills. Turner Enterprises is a big proponent of practicing active listening.
Active listening begins with truly being interested in what a speaker has to say. By focusing on the person talking and concentrating on their body language and facial expressions, a salesperson can truly convey that they are giving the client their full attention.
Great sellers don’t have to be the best talkers. Good listeners are much easier for customers to get along with. It’s widely known that well-developed listening skills are necessary for sales, but it’s easy to take shortcuts while listening. Practices such as selective listening or partial listening will only lead to sloppier selling. These shortcuts can prevent us from hearing unique aspects of a new client that can come in handy.
By listening to others we show mutual respect while increasing their self-worth. This builds better relationship cohesion, which can lead to encouragement and motivation. Avoid the temptation to interrupt when someone else is talking, even if the information is relevant. People like to interrupt with our own thoughts and ideas. Show a nod to the head or affirming word that you understand instead.
Paying attention to communication cues is a big factor in active listening. A client’s change of facial expression or body language can easily lead to miscommunication. A client that feels they aren’t being listened to might just give their business to someone that will.
Get used to practicing how to summarize what the client has said to you. Phrases like “From what you’ve said, it sounds like you’re looking for…” will help make it apparent to the customer that you understand them, while also letting you exercise your active listening skills.
Active listening requires slowing down and taking what a person says into consideration before responding. The more you focus on listening, the more you’ll start hearing the word yes from a client. Active listening will increase understanding and rapport between speaker and listener. It’s great for sales because a prospect often expects to be ignored or talker over.
Check out Turner Enterprises on Facebook for more insight into our company.