Questioning and actively listening is far more valuable to a salesperson and the customer than rushing into your sales spiel. There are even physiological changes that occur in your body when you really listen, such as a slight increase in body temperature, heart rate and blood flow. Here are some more ways to really hear what your customer is saying: Listen for hints behind the message. A good listener gathers clues about the speaker's statements without judging. Pay attention to nonverbal communication that can give you even more information to use. Enter with an open mind. Be ready to hear what your customers have to say about their businesses and jobs. Be willing to be flexible in your selling message, able to adapt to what your customers are telling you. << Back Next >> |
