During a sales presentation, it’s tempting to talk, talk, and then talk some more. Perhaps you have a planned spiel that you launch into and it becomes difficult to stop once you’ve started discussing the benefits, the discounts, and why your potential customermust listen to you. It’s easy to keep talking when you have a product or a service that you want to convince someone to buy. However, did you know that listening can be even more effective than speaking? Check out these 3 reasons why you should master the art of listening.
- Customers will feel you care. No one likes to stand around and hear a droning speech. Although you do want to portray yourself as an expert, a customer doesn’t necessarily want to feel as if someone is telling them what to do. Instead, customers want to be guided. Each client has a unique background that makes your product or service specifically useful to them. For a truly individualized sale, ask questions and show you care – people are more willing to trust when they are having a conversation rather than listening to a speech.
- Gain valuable insights. Listening isn’t only gained by the ears. Active listening is understands their body language and tonality as well. When you ask a question to a potential customer, imagine that you are Sherlock Holmes and you have to quickly solve the puzzle of what is being said and what it means to the customer. Rather than thinking about what you’re going to say next, absorb what your customer is saying and your response will come naturally.
- Sell more effectively. By showing that you care, your customer will trust you more. Then, he or she will be more willing to answer questions. By listening to those answers provided, you can quickly and naturally formulate a fantastic, individualized presentation that is more than just a typical spiel – it’s an art.
Did you “listen” to what was shared throughout this article? If so, congratulations. Not only do you know a valuable method for sales pitches, but you know how to master the art of listening as well. It’s as simple as taking a moment to read an article – just listen to your potential customers.