Essential Tip on How to Be a Good Sales Listener
When you have good sales rep’s listening skills you are going to have better sales conversions. This, in turn, means that you will be able to win more deals. Just internalizing tips to make you listening skills better is not sufficient. The not so easy part is putting the skills into practice. This is where the sales coach proves to be really useful. Sales managers should take the responsibility of coaching their sales rep in relation to the art of listening to their prospects. It a great way that can be utilized in enhancing sales performance. Below are the tips that can be of great help.
To begin with, slowing the conversation down can be of great help. Sales reps usually talk a lot and are full of opinions and ideas. With this characteristic they are capable of talking so quickly. Chances are your relationship with the prospects you have can be damaged just by talking fast. They are going to either lose interest or even get stressed out. Instead take the initiative of articulating the thought you at the speed level that is digestible. To help and guide your prospects in sharing what they have is ask them some questions and stop whenever clarification is needed.
The second thing is avoiding interruptions. Besides being rude, interrupting means you are going to miss out on something interesting that would be said by your prospect if given the chance. They could have so much that would help guide your conversation. The fear of being silent is something that should not root in your mind. You will come to the realization that in the event that you speak at the time that your prospects have completed their talking, they will have added something.
You should make a point of clarifying and paraphrasing. Being a good listener is a motivation to the speaker knowing that your attention is on what they are trying to convey. The speaker will realize that you are paying attention and will really appreciate it. Also it will be easy for them to like you. Attempt to paraphrase their thoughts in the word that portray the care you have on what they are saying. To add to that make sure that you really understand them.
Lastly, you should pay attention to emotions. Words are not always a representation that is accurate of what a person is feeling. A conversation is not always easily interpreted over the phone. This is because you lose the capability to read the body language of a person. Nevertheless, it can happen. You can begin with trying to feel their voice’s time and the stress levels.