Mastering the art of Listening can lead to improved Sales
“Learn to listen, opportunity sometimes knocks very softly.”
There is a major difference between listening to answer and actively listening. When you are actively listening it means you’re putting in the effort to really understand what your client is telling you. This activity also involves reading and listening to non-verbal communication like body language.
To be a highly successful salesperson you need to learn the art of actively listening. So how do you do this?
Avoid wanting to hog the conversation : Try not to dominate the conversation especially when it’s a topic you know a lot about. Remain open minded and be willing to be receptive to new ideas or a different perspective. Allow your client to finish speaking before you give your input. Let them make their point and follow the conversation from there.
Don’t feign attention : You may think that what your client is saying is boring or you’ve heard this a million times before, however, be an attentive listener at all times and keep eye contact. Convey interest with simple gestures like nodding or leaning forward or interject with “That sounds interesting, please tell me more”. This shows genuine interest, that you truly are involved in the conversation and reassures your client that you are actively listening.
Pay attention to non-verbal language : Not only should you be listening to what your client is saying but also understand the gestures and motivation behind their words. Understand the tone of voice, posture, conviction of verbalised words. Often a whole lot is being said without it actually being said and if you are an active listener not only will you pick up on this but you can also use it to help swing the deal.
Be quick witted : There are times that you may get frustrated or impatient with your client’s way of speaking, you may find it to be too slow for your liking. Why not use the time to silently review their main points so that when he is finished speaking you re-iterate these points and ask them whether you understood correctly what was said. This is a great way to avoid any possible misunderstandings going forward.
Being an active listener in a sales meeting means that you can hear the client’s objections and questions, you won’t miss it when they say yes and finally, you won’t have the opportunity of speaking yourself out of the sale. Listen and listen well.