When you open your mouth, you close your ears.
We all know the importance of listening to our prospects and clients, so why are we doing so little of it?
Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference.
But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you…
Here are three easy ways to listen—and so learn—what your prospects really want:
#1) Hit your Mute button after you ask a question, or whenever your prospect starts speaking.
No, you don’t have to utter an “uh-huh,” or “right,” to evidence you’re listening. That just distracts them.
Mute, shut up, listen and learn. Try it.
#2) Write down key words or phrases your prospect uses.
Have a pad and pen handy and make it a habit to jot down words or unique phrases your prospects or clients use.
Then feed these back to them.
This practice is perhaps the best way to make you an active listener.
#3) Encourage your prospect and clients to keep talking.
Once a person has stopped talking, use any of the following phrases:
“What else is important to you?”
“Besides that, what else can you think of?”
“Why do you say that?”
And then once your prospect/client resumes talking, hit your Mute button and take notes!
Remember, when you open your mouth, you close your ears.
Use these 3 simple methods to close your mouth and open your ears.
Need More Proven Responses to the Selling Situations You Face Every Day?
ON DEMAND SALES TRAINING THAT GETS RESULTS!
If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.
Unlimited License: One to 100 reps can attend for one low price!
Perfect for reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated