The Art of Active Listening
Listening carefully to those closest to you will bring you much success and power. Sound like a fortune cookie? Maybe, but this token of wisdom is what separates good sales people from the great. Mastering the art of active listening will help you nurture your customer relationships, build trust with new clients and ultimately help to grow sales.
Simply stated, active listening is the difference between h
earing and listening. Active listeners identify with and validate their customers by rephrasing what they’ve heard and repeating it back. With active listening, you gain the power to fill your customers’ needs and close the sale.
Make a powerful impact with your clients when you follow these active-listening strategies:
- Stay focused — Lock your focus in on the customer. Avoiding distractions like cell phones and email shows your clients that your sole focus is their needs.
- Show them you understand — Restate what your customer has to say in a new way to show you’ve listened. Not only will you validate your client, but this may build further dialogue.
- Take Notes — Create a form that you can fill in during meetings. Make sure you transfer the key details to your customer database — you’ll send a powerful message when you’re able to present these details back to your client in future communications.
Develop your listening skills by employing these strategies during each step of the sales process, from approach through close. Listening is power; master the art of active listening and find your own fortune.
