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Brian Tracy argues listening is the most important sales skill. Ask good questions and listen without interrupting. Paraphrase what customers say back to them to show you're genuinely hearing them, which increases their willingness to buy.
Brian Tracy argues listening is the most important sales skill. Ask good questions and listen without interrupting. Paraphrase what customers say back to them to show you're genuinely hearing them, which increases their willingness to buy.
One of the most important things that you will learn in selling is that listening wins sales. Listening is the most powerful personality characteristic you can develop as a salesperson. It's interesting, most salespeople get a little bit nervous in a sales situation and as a result they talk too much and they talk too fast. Whereas really good salespeople slow down and they let the customer dominate the talking while they dominate the listening. And here's what we know is the key to becoming an excellent listener in selling is to ask a lot of questions. There's a one to one relationship between asking questions and building trust. And the key to successful sales is to build trust. The more you ask questions, the more you get a chance to listen to what the customer is thinking and feeling, and the more you get a chance to understand exactly how you can help this customer to buy your product or service. So here are the keys to listening. First of all, ask good questions pre prepared and then listen attentively. Listen without interrupting. Nod, smile. Imagine that your eyes are sun lamps and you want to give your customer's face a tan. And just nod and smile and nod and smile and don't interrupt. Second of all, pause before replying. When the customer finishes speaking, pause. Take some time to think about what the customer has said, reflect on it, and then respond. Third question for clarification. Don't assume that you know or understand what the customer means, but instead ask, how do you mean or how do you mean exactly? And then listen. Because listening builds trust. And the final key to good listening is to feed it back in your own words. You say, let me make sure I understand what you're saying or what your concern is. What you are doing is this and what you want to do is that. And what your problems and concerns are is this, is that right? When you do that, the customer realizes that you are genuinely listening. And now your customer is interested in learning more about what you have to say.
