Recently I was working with a client and I was offering them one service. I was wondering, why don’t they want this, it seems like such a perfect fit. We sat down and I realized, what I was selling to them is not what they want.
I was selling the proverbial “apples” and they were desiring the proverbial “oranges”.
One of the biggest mistakes we make when selling is that we don’t listen enough.
Thankfully I shut my mouth and just asked them, outright, what is it that you want.
They told me, now we’re making progress.
Part of the Celebrity CEO™ framework (download your free personal branding blueprint here) is get more ATTENTION, earn more TRUST, and generate more SALES.
See, I already had their attention and their trust. But part of trust and sales is really LISTENING to what the client needs.
Here’s more on the importance of LISTENING when SELLING
Listen More
Listening is a crucial component of successful sales. It allows salespeople to truly understand the needs and desires of their customers, which can help them provide tailored solutions and build stronger relationships. When a salesperson takes the time to listen to their customers, it demonstrates that they value their input and are invested in meeting their needs.
Pain Points
One of the key benefits of listening during a sale is that it enables salespeople to identify the pain points of their customers. Pain points refer to the problems or challenges that customers are experiencing, and which they are seeking solutions for. By listening carefully, salespeople can pinpoint these pain points and present solutions that specifically address them. This can lead to more successful sales and higher customer satisfaction.
In addition, listening can help salespeople build rapport with their customers. When customers feel heard and understood, they are more likely to trust the salesperson and feel comfortable doing business with them. This can lead to repeat business and positive referrals, which can be extremely valuable for salespeople in the long run.
Get Insights
Another advantage of listening during a sale is that it can help salespeople gain insights into the broader market. By paying attention to the concerns and desires of their customers, salespeople can develop a deeper understanding of the needs of the market as a whole. This can help them develop more effective marketing strategies and product offerings that are better aligned with customer needs.
Avoid Assumptions
Listening is also important because it can help salespeople avoid making assumptions. When salespeople make assumptions about what their customers want or need, they risk presenting solutions that are not relevant or useful. By listening carefully, salespeople can avoid these assumptions and ensure that they are presenting solutions that are truly valuable to their customers.
Open-Ended Questions
One effective way to improve listening skills during a sale is to ask open-ended questions. Open-ended questions encourage customers to share their thoughts and feelings, and can provide valuable insights into their needs and desires. Salespeople can also use active listening techniques, such as summarizing what the customer has said and asking follow-up questions, to demonstrate that they are truly engaged in the conversation.
In conclusion, listening is a critical component of successful sales. By taking the time to truly understand the needs and desires of their customers, salespeople can build stronger relationships, identify pain points, gain market insights, and avoid making assumptions. Improving listening skills can help salespeople improve their overall performance and achieve greater success in their careers.
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