I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen.
Maintain eye contact
This is more than just starring at them to appear to be interested. It also helps you concentrate on what they have to say.
Ask relevant questions
Don't assume that you understand where they are coming from. Be sure to ask a follow up question and rephrase or restate what they have said. This not only keeps you in the conversation but it also lets them know you truly understand what they said.
Avoid distractions
You want to control the setting as much as possible. If the sun is in your eyes, move your seat. If you are outside take off your sunglasses. If you are in a room make sure it is as quite as possible and don't forget to turn off your cell phone. If you are expecting a more important call let them know before hand. It will go a long way on keeping you looking professional. The more comfortable the both of you are the easier it will be to communicate.
Take notes
Unless you have a photographic memory, carry a pad and pen with you wherever you go. Make sure don't spend the entire conversation looking down at your notes. It's important to write and look them in the eye at the same time it will give them a sense of importance and help break down the barriers between you. Create a short hand if you need to.
Multitasking is a No, No
In the back of your mind you may think you are saving time but you are making them feel neglected and their confidence in you will be shot. Taking the time to stop what you are doing will pay bigger dividends in the long run to pay attention in the short run.
Are you really listening to them?
Resist the urge to talk about yourself. This is your opportunity to stand out from everyone else and learn what it is that your clients/prospects really want. Take the opportunity to learn about their family, hobbies, favorite sports teams etc. This bonding time will make a big difference if it is between you and someone else.
A final tip is to ask someone close to you to rate your listening skills. Listen carefully to what they say - you might be surprised at what you hear!
Mical Johson is the publisher of http://www.MyHomebasedBusiness101.com which provides Case Studies, Resources, Tools, Software, Articles And Everything Else You Need To Start And Run A Successful Home Based Business. Home-Based Business Success Toolkit The newsletter all home-based businesses need to optimize their success. The Toolkit includes free interviews, success tips, and more... To see all the free bounuses you get visit our web site. Join today and get started on the right track!
![]() |
|
![]() |
|
![]() |
|
![]() |
There's loads of material about making money available on the... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
In most businesses, when sales are slow or low, the... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
First and foremost are you thinking Strategically? "Do you have... Read More
Setting prices is a dilemma most service business owners encounter... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
No matter what your age or stage in life, some... Read More
If a store had a great discount in the middle... Read More
If you have problem attracting new customers, the sales marketing... Read More
Ideal clients are the ones who are perfect for you.... Read More
It's a common question we come across everyday: why is... Read More
There is little doubt that eLearning has not achieved the... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Friends buy from friends. Why? Because people trust that their... Read More
Yesterday I did a sales training program for a great... Read More
My research has clearly shown that, when it comes to... Read More
I would like you to begin thinking of mailboxes in... Read More
I'll be brief. If not ? I'll negate my own... Read More
We all want to belong. As humans we feel the... Read More
1. Combine a product and service together in a package... Read More
Better than offline promotion such as press releases, talks, or... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
The quickest way to increase sales is to make things... Read More
We all have something in our past we believe someone... Read More
Selling arwork is easy when you follow a road map.... Read More
Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
1. Sell an inexpensive product to sell an expensive product.... Read More
When Thomas Edison's light bulb finally burned for 45 straight... Read More
There's loads of material about making money available on the... Read More
Developing an abundant supply of targeted referrals is the number... Read More
Emotion and reason mix very well together to make excellent... Read More
Ever lost a sale? Of course you have, we all... Read More
How many times have you had a customer say to... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
For those of us working in the exciting world of... Read More
Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
Do you frequently hear that from a prospect?"I'll Think It... Read More
Using cartoons can help brand your marketing and drive home... Read More
What does it take to be a WINNER during these... Read More
Dogs are great teachers of how to sell easier and... Read More
Have you ever tried to explain to someone what you... Read More
The purpose of any business is to bring in customers,... Read More
Here are three proven ways that will increase your sales:1.... Read More
1. Multiply your marketing and advertising efforts on the Internet.... Read More
If a store had a great discount in the middle... Read More
Does your business run on a sales engine or a... Read More
Education plus Motivation is a powerful formula. But how do... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
Suggestive selling is a powerful tool that can increase your... Read More
Have you ever gone into a newsagent, picked up a... Read More
My experience has taught me that people want to buy... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
In the last article, we looked at three emotions (besides... Read More
What do you do when you have a big sales... Read More
As a trainer, you will be able to see a... Read More
"You don't love your kids if you don't buy my... Read More
We all make mistakes and some salespeople seem to make... Read More
Everyone knows the importance of having a positive attitude, especially... Read More
1. Determine your current situation. How are you currently positioned... Read More
Sales Training |