SKILL
Twelve Ways to Improve Your Listening Skills SELLING POWER EDITORS
Sometimes salespeople become so involved in what they have to say about their product that they inadvertently monopolize the limited time they have with a prospect. The best way to make that time count is to listen attentively to a prospect’s needs and concerns and then address each one. In selling, keener listening maximizes results.
The 12 tips below can help you be- come a skilled listener. 1. Think before you speak. Many salespeople are in such a hurry to make sales points that they pitch the product before they hear the prospect out. Let your prospect finish his or her
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thought before blurting out what’s on your mind. Only after your prospect has completely finished speaking and you have allowed a few seconds for a possible afterthought can you feel sure you have heard the prospect’s point of view.
2. Silence is a sales ally. Use silence as a tool to control the flow of conversation and to draw out the prospect. Most salespeople feel uncomfortable during moments of silence. Though they may feel embar- rassed or awkward, they have also been trained to talk. Instead of talk- ing, nod your head and count to five before you respond.
3. Interruptions discourage listen-
ing. If you interrupt your prospect while he or she is talking, what incen- tive do you give for listening when it is your turn to speak? If you think of something while you are listening to your prospect, jot it down for future reference when the whole story has unfolded. Before you make judg- ments, rebuttals, or comparisons, be
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