Listen (to prospects) is the number one skill your customer expects from you. Most folks multi-task instead of listening. It almost seems like having a conversation interferes with what you really want to do!
ME. ME.ME is very common in the sales arena! Many sales people are listening by planning what point they want to make. What fact they want to dump on the caller. It is about them and not the prospect! It is hard to shut out distractions or turn your brain off ….I tell my clients to practice by sitting in a dark room, all by themselves with NO distractions and get used to it. That is how you practice listening!
(MoneyWatch) If there was just one thing you could improve upon that is guaranteed to make you more successful, would you do it? Well then listen up.
We mean it, really – listen up and listen better.
The better we listen, the more others appreciate us and, in return, the more they listen to us. By listening better, we learn more and misinterpret others less. It seems that some people are just naturally good listeners but the truth is listening is an acquired skill. One that, with any improvement, will yield great benefits.
Let’s take a look at few of the barriers or bad habits that get in the way of effective listening. See which ones you might be guilty of. (We know which ones we’re guilty of.)
Multi-tasking – Do you ever look at your phone or check emails during a conversation? If you think you can multi-task while listening, then you don’t know what you’re missing. It’s also painfully obvious to the other person when we are distracted.
Me, Me, Me – If your major concern is how others perceive you, or what you’ll say next, then you can’t focus on what is being said.
Brain Speed – If our thoughts outpace the speaking style of the person we are talking with, we tend to let our mind wander. Or we interrupt the other person because we believe we know what the person is trying to say but taking too long to say it.
What did you Say? – Hearing loss can adversely affect every conversation, from missing out on a pleasant exchange to serious safety issues. It is estimated that there are more than 35 million Americans that are hearing impaired. Less than 30% use hearing aids. If you suspect you have a hearing problem, get tested. If you know you have a hearing problem, get hearing aids. If you own hearing aids, wear them.
Line Butting – You’re bored with the subject so you interrupt and introduce a new topic. Or worse, you start talking about yourself.
So how did you do?
(cbsnews.com)
This is a great great summary of what is going on, really going on!
BUTTON UP. A favorite of mine! Many sales people ask a question and then answer it before the prospect or client even has a chance to speak! That is generally because they think they know the answer and do not know how to treat each communication individually! What I suggest is: When you ask a question have a big sip of a bottle of water so you cannot talk! Or: If you have a phone with a ‘mute’ button then ask the question and hit mute!
When customers are asked why they leave; it isn’t price it is because they do not think that you care about THEM! Same is true of prospects. If they don’t think you care then they will speak with their feet-or computer! You show interest by listening and you show that they are important by listening.
Practice, don’t take my word for it!
