The best sales presentations occur when the salesperson isn’t speaking. That’s because the if the seller isn’t talking, the prospect is the one speaking.
And when prospects talk, they help the salesperson understand what they need in terms of product specs, vendor capabilities, delivery preferences, and pricing.
Listening is a powerful selling tool because it builds trust. The more you listen to another person, the more he or she trusts you. Tweet this
5 cool ideas for better listening
1. Pausing makes you a brilliant conversationalist.
An artful pause has many benefits. First, it keeps you from interrupting. Second, you show that you are giving careful consideration by not jumping in with your own comments at the earliest opportunity. A third benefit of pausing is clarity because you will better understand what the other person is saying.
2. Show interest in others and others will show interest in you.
Another way to become a great conversationalist is to question for clarification. Never assume that you understand what the person is saying or trying to say. Instead, ask, “How do you mean, exactly?” By inviting the other person to expound, you will demonstrate an almost unmatched interest in his or her thoughts and feelings.
3. Listening builds self-esteem.
When you listen attentively to another person, his or her self-esteem will naturally increase as they begin to feel relaxed and happy in your presence. When you notice this effect on others, you will also feel more relaxed and happy in your presence. Your goal is to listen as if the other person is an important celebrity.
4. Allow the teacher to teach.
Try not to compete during conversation. Allow people to impart their words of wisdom. If appropriate, write down what they say. Moving one hand to the lower part of your face sends a signal that you are interested in what the other person is saying.
5. Listening builds your character.
It can take a real effort to keep your attention focused on another person’s words. The human mind can listen to and process words at 500-600 words per minute, yet the average person only speaks about at about 150 words per minute. Try paying close attention to what the other person is saying and you will develop more self-discipline. By learning to listen well, you will actually strengthen your character.
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