In sales its always said that if you understand your product and solve your customers problems then youll do well in the sales environment. But this presupposes one thing that you have really listened and understood what the customer is saying. Were talking about the importance of active listening in sales.
What Is Active Listening?
You may have heard this phrase before but what does it really mean? If you are actively listening to your customer then you will be able to tell a third party exactly what was discussed, what the customers concerns and problems were and what agreement was reached.
Listening intently will help build rapport with your client, give you a much better understanding of the issues and ensures you dont miss opportunities! Its a skill that can be easily learned with a bit of practice.
Before we go into some tips on how to improve your active listening skills, lets look at some of the reasons why we sometimes dont listen as intently as we should.
Distractions
Its all too easy to get distracted. The noise from outside, the builders working next door, the photocopier chunking away just outside the room,...
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