A How-to Guide For Being 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. To make your listening skills better you have to do more than just internalizing the listening skills tips. The not so easy part is putting the skills into practice. This is here the help of a sales coach comes in handy. Sale managers are supposed to coach their sales rep on the listening art to prospects. It is one of the fastest ways of improving the performance of their sales. Here are some of the tips that can use use in teaching sales rep.
First and foremost slow the conversation down. Sales reps usually talk a lot and are full of opinions and ideas. This is a characteristic that can make them talk really fast. 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 convey your thought as a moderate speed that can be easily digested. You should pause when they need some clarification, ask question to assist and guide them shape what they share.
Secondly never make the mistake of interrupting. Apart from being rude, interrupting can cause you not to get all that your prospects desire to say. They may have had other things that they can share that might help in shaping your conversation, however, they could not since you interjected them. The fear of being silent is something that should not root in your mind. You are going to notice that if you speak at the time that your prospect is done talking they are going to often have something that they can add on.
It is essential that you clarify and paraphrase. The good thing about being a close listener is that you show the person talking that you really are paying attention. The speaker will be pleased with the fact that you are listening. To add to that they are going to find you more likable. 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.
To end with you are supposed to pay close attention to their emotions. Words do not always portray what a person is saying. A conversation is not always easily interpreted over the phone. Owing to the fact that you are not able to tell a person’s body language. Yet, it is not as hard as you assume it to be. You can start by feeling out the tone of their voice as well as stress levels.