Talking is silver, silence is gold.
Productive salespeople don’t just talk well. Above all, they listen more. Because only if you listen properly will you know what moves your counterpart will make and how to address him correctly. You can train properly by listening. You can use these four tips in the next customer meeting. This makes it easier for customers to open up and you can find out everything that is important for a successful sales agreement.
Technique 1: Listen with your eyes too
Don’t limit yourself to just listening. Use your eyes. Concentrate on the gestures and facial expressions of your customer. The signals it sends give you valuable information. This helps you to interpret what you hear correctly and, if necessary, to discover contradictions. When you listen so actively, your thoughts do not wander and you are 100 percent in the conversation.Â
Technique 2: ask more questions
You may also use the information you collect in this way. Speak to your counterpart, for example: “Please excuse me, but I have the feeling that there are still ambiguities in point 3. Did I really hear that?” This is how your counterpart feels really taken seriously and understood.
Generally, ask more questions. Always check that you are correct. You can take one step further and ask question statements. For example, what are the reasons behind the desire to “buy cheaply”? Specifications of the company or the manager? Or maybe personal motivation to do something? Are there other ways to help you achieve personal success instead of a discount, for example?
Technique 3: Reacting does not always mean speaking
If your conversation partner starts telling stories and is making important statements, do not slow them down with questions or your own statements. Keep the flow of speech going and show with facial expressions and gestures that you are with him/her. Nod, raise your eyebrows, lean forward, or alternatively just throw in short spoken confirmations. So you listen longer than you talk. Many people find such a conversation partner to be more sympathetic and intelligent.
Technique 4: Take notes
Taking notes is a well-underestimated classic. Always write down the most important statements. This keeps you active and you show attention and appreciation. Write down important things word for word rather than in your own words. This act has a very useful effect for the follow-up or offer: You then fall back on the language of the customer and reflect his own thoughts. He can only emotionally say “yes” to such offers.
Write to me about your experience with leadership in sales. I look forward to an interesting exchange. If you would like to learn more about the development of your sales team or your sales personality, please contact me here.