Very few people are good listeners. In your everyday life: how many people can you remember who actually listen to win more sales, are good listeners, people who remembered your name or what you said?
In fact you may have met a couple of people in recent weeks you thought were good listeners.
What were your feelings towards these people. I am sure you have more Trust, Confidence and Faith in them. Most of us find it very hard to listen.
Talkers instead of Listeners
Sales people think of themselves as being good Talkers instead of Listeners.
You hear people saying, ‘He is a born Salesman’. He has the gift of gab.
Kerry Johnson in his book ‘Mastering the Game’ says: “many people believe that speech is power and that listening is subservient”.
He believes a good listener has much more power in a conversation.
The listener is able to get more information than the talker.
When two people are talking, the person who controls the conversation is the person who is asking the questions and listening.
The job of the sales person is to listen to his customers. Most successful sales people will agree and as a matter of fact are good listeners!
Qualities of a good listener
A customer will usually:
- Repeat and Clarify Information
- Exchange Information
- Listen to Emotions
- Always be Alert and Attentive
- Never distract the Customer while talking
Listening is an essential skill for making and keeping relationships.
Once you are a good listener people confide in you and trust you.
Listening with Openness is very important.
When you are face to face with the Customer you need to do the following:
- Maintain good eye contact
- Clarify by asking questions
- Keep away from distraction
- Be Committed
So the next time you meet a customer, focus on listening instead of talking!