You’ve heard the advice that sales is about helping the client and not about making money. But are you actively putting that advice into practice? A solid foundation to build effective sales on are your listening skills.
It’s not completely your fault. But, it is something you should take care of.
It’s amazing how much you can learn by just keeping quiet. People think you’re smarter if you’re quiet. When you keep quiet, people will often ask if everything’s okay.
My way or the highway. That is the motto of many old-school leaders who are focused on getting the job done. Failure to encourage questions could indicate negative leadership traits.
Great customer service doesn’t only benefit your clients. It can have so many beneficial effects for you and your company as well.
One of the vital parts of the sales process is understanding your prospect or customer. Several things will help you become better at understanding other people and their situations.
It’s no secret: the more you understand your client and customers, the more you can solve their challenges, frustrations, and problems.
One boss I had years ago faced a big challenge. He needed to connect with the buildings and grounds employees he’d just been assigned to supervise. How was he going to understand those grievances if he spent most work days buttoned up in meetings in the executive wing? Simple.
If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.