Understanding Leads To Sales - So Listen To Understand
Listening Leads to Understanding.
Listening Leads to Understanding.
Rule number one when working with people to help them meet a need with your product or service: Listen, Listen, Listen. Don't you hate when a sales person acts like they are listening, but are really only waiting until you are done speaking so they can continue their pitch? I know I hate that, and I have even been guilty of that practice. But don't listen just so you can respond. Don't just listen to fill space, but listen to gain understanding. Not just to find a "hook" on which to hang your "solution."
Your sales are down. It is hard to make ends meet at home. You are stressed out because no one seems to be "picking up what you're putting down." You ask yourself, "What is wrong with people today? Why can't they see what I see?" What will you do? What changes can you make to get back on the winning path?
1. Listen with Empathy. You may not like what you hear, but walk a mile in their shoes, so to speak. Try to put yourself in their position and understand why they believe what they believe.
2. Listen with Openness. Listen as though you are an anthropologist, and they are from another planet. You are simply trying to understand what the other person is saying. Don't judge or criticize. Don't even try to change their opinion whether you agree with it or not. Just listen.
3. Listen Actively. Paraphrase what you hear. Ask Questions to gain clarity and understanding. Give feedback without judging, or attempting to change an opinion.
4. Listen with Awareness. Ask yourself, and make notes: Does what they say line up with the facts? Say, "Tell me more." "Give me an example." Once they have shared, thank them for sharing their perspective.
If you truly care about people, and if you really want to help, the strategy of listening will feel very natural. This is not manipulation. If you listen to gain understanding, you are truly building a relationship. That will ultimately lead to more sales in your business. But, more than that, you will earn more trust, build more credibility, and gain a deeper satisfaction in your work knowing that you truly helped someone change their life by helping them meet a need, or overcome something that was holding them back from the results they were seeking.
Once you have gained a complete understanding of what the other person believes, or feels, you have a platform upon which you can begin to share how you believe and feel. That is when you can make connections based on their real perceived circumstances. Until you spend the time to listen to gain understanding, you are just talking to hear yourself talk.
Blessings,
Jerry Spangler
by: Joseph Free
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