Listening effectively is the most essential factor in building sales relationships. Listening is a distinct activity. It is also an evident skill.
It is speculated that we spend 70% of our waking time listening. But hearing and listening are different. Most people hear. Few people really look.
It is speculated that we spend 70% of our waking time listening. But hearing and listening are different. Most people hear. Few people really look.
1) Noticing clues:
- verbal
- non-verbal.
2) Showing to the speakers that you are paying attention can be done through:
- body language
- verbal reinforcement.
Your listening behavior shows that you empathize with the speaker.
It encourages them to continue and clarify the message being communicated.
This is another tip for listening when selling that builds trust.
You show that you empathize and encourage speakers to carry on through positive body language such as eye contact, mirroring, and appropriate gestures.
You can also use 'minimal encouragers' such as words like 'Yes,' 'ah-ha,' 'right,' etc. See how drug reps make friends and influence using this technique.
Here is a list of positive listening behaviors you can observe in others or ask others to see in you:
You can also use 'minimal encouragers' such as words like 'Yes,' 'ah-ha,' 'right,' etc. See how drug reps make friends and influence using this technique.
Here is a list of positive listening behaviors you can observe in others or ask others to see in you:
- Use appropriate eye contact
- Faced the speaker
- Mirrored speaker's body posture
- Use non-verbal encouragers (nod, hand gestures, smile)
- Show empathy
- Use minimal encouragers
- Paraphrasing
- Clarify with question or comments
You know what they say, "People buy from people they trust."
ReplyDeletePeople also hate when they're being sold to but they LOVE to buy.
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