Customers complain that salespeople speak too much and do not listen to them enough. Novice salespeople are talking constantly, while experienced salespeople prefer to listen to customers.
When the salespeople listen to their customers, the customers trust themselves and a trust relationship arises between them. They usually even do more shopping in such situations.
1. Why salespeople do not listen to the other party
Two things prevent salespeople from listening to the other party: They have much to say because they have gained so much experience.
They don’t realize that the thing that pisses off the customer the most is talking too much and listening too little. They have listened to their customers so much that they can now guess what they have to say.
Conclusion: They cannot keep up with the changing needs of customers much more than an effective listener.
2. The benefits of effective listening
There are many things you can earn by listening, not by speaking: By listening you gain the confidence of the other person. Competent salespeople are those who are interested in the needs of customers and help them purchase products or services that fit their budget.
Listening allows you to break the ice between you and your customer. The word bombardment makes you feel more comfortable with customers who realize that they will not be forced to shop.
By listening, you can make your customers more confident. It is very important for the customer to listen carefully to the salesperson while the customer is talking. It also allows the salesperson to make more sales.
3.Listen can not hear
Listening and hearing are different things. Hearing is a passive act. It’s what people do while listening to a boring conversation. Listening is an active action where the salesperson attaches importance to what customers say.
It is a skill that needs to be constantly improved. The more salespeople listen, the more they hear, and the more they sound, the more they sound.
You can perform active listening using 10 simple methods:
Show them that you’re listening to your customers. Give brief feedback such as orum I understand ”or“ Yes, then?.. Shake your head. Use your body language to show that you are interested in what your customer says.
Don’t interrupt. It’s best to interrupt your customer’s conversation only if you don’t fully understand what is being said.
Don’t let yourself get distracted. Give all your attention to your customer. Healthy communication takes place in an environment where both parties feel comfortable and calm.
Repeat one or two points that your client mentions in your own words. Doing so indicates that you listen to your customers. Your customer realizes that you understand clearly what he says.
Repeat the sentences. Repeat what your customers say, literally. The purpose of repeating sentences is to get more information from your customers. The additional information you receive determines whether or not to sell.
Ask questions about things you’re talking about. Try to explain what your customer says in your own words. If you understand correctly, your customer will agree with you. If you do not understand, you will have the opportunity to correct it.
In a nutshell. While listening actively, you should be able to summarize the points mentioned in your mind. Try to explain briefly the important points. Summary also allows you to determine the direction of your chat.
Avoid discussions. A good listener has to guess what his customers think and his life. Your customers will ask if you are curious about your thoughts. Otherwise, it is better not to comment.
Feel free to remain silent. Keeping quiet gives you the opportunity to think about what the other person is saying. Silence is a natural part of listening, not a time frame that needs to be filled with a word salad. Here, you may ask yourself: Will the thing you say end the silence?
Keep in mind the golden rule of listening: you can talk a lot. But you almost never listen too much.