Ninety-seven percent of people that are in sales and marketing simply do not listen to their buyer. They think they know everything about what the buyer wants. If they would simply listen to the buyer instead of talking, then they would really know what the buyer wanted and understand how they could close the sale for their product/service. Before I speak at an event, I will ask the promoter, “What do you believe the attendees need to hear to change their lives?” At that point, I shut-up and listen. By actively listening to the wants and needs of the attendees, my sales increase and I build relationships.
These are two powerful words: Shut-up and listen. After you ask your open-ended, positive closing questions, you have to be silent. The cool thing is that if you rearrange the letters in the word “silent”, you will get “listen.” Further proving that the two go hand-in-hand. When you are actively listening, you are focused. You are not distracted or multi-tasking while your potential client is speaking. Multi-tasking equals multi-failing in this situation so don’t do it. You have to respect the client’s words and listen to what they really want in order to successfully close the sale and open a relationship.
Champion Tip: Shut-up and listen to really hear the needs of your client and close the sale.
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