Good Selling is Good Listening

We have two ears, and one tongue–so we can listen to prospects twice as much as we speak. That’s how we learn their needs–and can decide how to propose our product/service. How well are you using these good listening techniques?

· Stop talking.

· Don’t interrupt.

· Empathize with the prospect.

· Ask clarifying questions.

· Be patient with the prospect’s

style/personality.

· Smile and respond appropriately

· Evaluate the facts and evidence.

· Keep your emotions under control (anger, impatience).

* Focus only on the main points – the key ideas.

· Don’t argue mentally.

· Listen for what ISN’T said.

· Listen to HOW something is said

· Summarize key ideas often

· Don’t antagonize the speaker.

· Don’t jump to conclusions.

www.selling-smart.com

When to Close

When prospects are ready to buy, they almost always signal their intentions. Look for these cues:

Nods in agreement. When the prospect nods half to himself, it’s time for a trial close.

Uses evaluative gestures. He may thoughtfully tug his ear, rub his chin, scratch his head.

Re-examines the product, or contract. The alertness, interest, twinkle in her eye, are dead giveaways

Stops just short of acceptance. “That sounds real good but I–I shouldn’t buy it,” is a qualified yes.

Agrees on a series of minor points. Try making a tentative, or trial, close after each point of agreement:  “If you were to stock this item, when would you prefer delivery–Friday or Monday?”

Asks about the price. It’s the prospect’s way of saying, “I agree with everything you’ve said so far.  I’ll buy if the price is right.”

Comments on the rightness of the product. When he comments, “That a good plan–”very sound” idea, suggestion, procedure, a buying decision is just around the corner.

Asks about a final procedure. It is a buying signal any time the prospect asks:  “What do I have to do to get this under way?”

Blocks a yes with sales resistance. “Yes, I need it, but I can’t afford it.” The prospect is saying:  “I’ll buy…but, tell me why I can afford it!”

Procrastinates. Have ready answers to overcome it.  A procrastinator needs assurances that a decision now means no regrets later.

Assumes possession. “Let’s say we did buy, what would that mean if…” The prospect is mentally trying the product on for size.

www.selling-smart.com

I was recently in Vancouver, spectacular city. As you know the 2010 Olympics will be there and the city is booming with excitement.

I was on my way home and had to buy a last minute souvenir and  of course I forgot to buy it outside the airport. So I knew I was going to pay a reasonable price, NOT! I found  my item that I wanted to purchase and the kind lady was cashing me out, she spoke broken English, but I was patient. She asked me where am I going and how did I get here? I was confused about the question from a cashier after all I had already gone through customs. I said on my way to Rochester and then she asked me again, how did you get here? I still was confused and her English was hard to understand. I smiled and I said could you repeat your question? She slowed down and said how did I get here?

I said Taxi. She goes that is the right answer! And she got all happy to give me a free gift valued at $16.00. I said thank you!! that is very kind of you. I said I would like to purchase this as well. She was surprised that I would still purchase my original item because I just won her gift, we created a win/win.

I guess the lesson I received from the experience is so many times people get defensive right off the bat in communication. They raise their voice at each other when there is a language barrier and practice no listening skills. If you slow things down and smile the world would be a better place.

Practice active listening the next time you bump into a person that does not speak the same way as you; and you might end up getting a free gift as well.