If you are in sales then, if you haven’t already, you might want to define your sales as discovering the need, want, or dream of your customer and then help them fulfill that need, want, or dream.
Develop a new way of listening. Develop a different way to communicate.
Most of us listen to what the other person is saying while we develop the answer we are going to say next. Instead try this tip.
Listen to find out what the other person is saying and what it means to them (not how you are going to respond when they run out of air).
When you sell, or are simply listening to someone, listen in this new way. Communication gets better and you get more of what you want.
Again, (yes, it is a redundancy worth repeating!).
Most people listen so they can respond when the speaker comes up for air.
Listening is more effective if you listen to understand what the other person is saying, not how you are going to respond. Try it!
Along these lines, the best salespeople I’ve met are setting up sales and selling five or six or more
sales into the future by prioritizing the person’s wants, needs, and desires. They listen and note what their potential customer is telling them. Not the superficial message, but rather the meta-message. Remember what they want and develop your system to deliver their wants.
Check to make sure you heard correctly. Either repeat back word-for-word or paraprase what you think you heard to see if you heard them correctly.
“There is only one way under heaven to get anybody to do anything. Yes, just one way.
And that is by making the other person want to do it. Remember, there is no other way.” ~