If you’ve read enough of our articles, or lots of other articles about sales, then you know that listening to your customers is one of the most important skills that a salesperson can have. Listening allows the prospect to talk about their needs and reveal a path to win their business.
But listening doesn’t come easy for everyone, and getting the customer to open up and talk can itself be a challenge. Here some tips to help customers open up and start talking, and to help you listen and find out how to close their deals:
1. Make sure to ask open-ended questions
Yes or no questions won’t really get people to open up and will make you appear like an order-taker rather than as a consultant. To get to the heart of any matter, you’ll need to dig deeper and ask open-ended questions that allow the customer to provide a comprehensive explanation. It’s the difference between asking “What’s the problem you currently have?”and “Why do you think you currently have a problem?”
2. Be an active listener
Active listening is important because it shows the customer that you’re engaged and paying attention. In today’s fast-paced world, this will go far in building trust, and setting yourself apart from everyone else. Active listening involves paying close attention, nodding your head or another physical gesture showing that you are listening, occasionally vocalizing agreement or sympathy (“oh wow!”, “Really?”, “Yes.”), and provide occasional feedback when necessary.
3. Ask follow-up questions frequently
When someone is speaking, make sure to ask relevant read the rest here