Having once said that “If A is success in life, then A equals x plus y plus z. Work is x; y is play; and z is keeping your mouth shut”, Albert Eistein got it right about sales success!
Its true: Listening is more important that talking in sales. Knowing that here are some ideas on how to improve your listening skills with clients, prospects and employees.
1. Pause and listen.Let’s be honest – do you really listen to what your customers have to say, or are you just catching your breath between questions? If that sounds a little too familiar, try counting silently to three (at a regular speaking pace!) every time your prospect finishes talking. This will give them enough time to gather their thoughts and continue what they were saying if they haven’t finished, while also not being a long enough pause to seem awkward if they are done talking, and are simply waiting for your response.
2. Support what they tell you only when you mean it.Before you ask your next question, make sure to thank your prospect for the information they already provided in response to your previous one. It