Sales Tip: Master The Lost Art Of Listening
This sales tip should be common sense to most. I mean, we were given two ears and only one mouth for a reason right?
Fact: Salespeople love to talk. Some do it because they love the sound of their own voice. Some do it to fill space. Some talk because they fear what will come out of their customer’s mouth if they allow them to talk. What if it is an objection?!?!?! Scary stuff right?
I know. I know. Who the hell is the guy whose idea of a sales tip is to shut our mouths? What are we supposed to do, text our client all those wonderful features and benefits?
I am not saying you should just zip your lip and sit there silently staring at your customer, but you really do need to give them a chance to speak. If you don’t, you will never know what makes them tick.
Dale Carnegie tells it like it is in his book, How To Win Friends And Influence People, people love to talk about themselves, they are their own favorite topic of conversation. If we are trying to influence them to buy from us, it is imperative that they get warm and fuzzies from our conversation. What better way to do so than to ask them questions designed to peel away the layers of their own personal onion?
The more we find out about them, the more they will start to like us. People buy from those they like. The opposite is true as well. If they are starting to learn too much about us, the scales will be tipped away from a sale.
As mentioned, this sales tip is simple, yet powerful. On your next sales call, let your ears do the talking.
If you like this sales tip, why not check out more of Scott’s writing by grabbing one of his books?