Of all the skills and competencies research has shown to be essential for high-performance selling, listening skills ranks near the very top. Since listening skills are an accurate predictor of sales success, right now is the time to develop them in your team. Imagine the allies they will develop as your sales people master these listening skills.
Discuss with your staff the emotions that cause both buyers and salespeople to feel the compelling need to talk. Show them how to manage it and delight buyers.
Buyers communicate using many abstract terms to describe needs. When salespeople listen and probe to clarify buyer meanings, they get the exact information needed to make the sale.
Seventy percent of buyer questions are loaded; that means buyers may consider a correct answer to be the wrong response for them. Caution your sales staff to avoid the “landmines” and stop losing sales.
Buyers think in four different languages. The words they choose guide your salespeople how to respond in the right language to increase both rapport and sales.
Customer complaints can help you improve your products and processes. Coach your salespeople to respond appropriately and retain the customer. Demonstrate for your staff how to calm angry customers and convert them into friends. This Sales and service skill helps reduce customer bad...
