Sales Tip.......Who speaks, sows; Who listens, reaps.....FACT!

"No one is as deaf as the Sales Professional who won't listen."

Listening is a skill. It's an art. It has to be practiced and perfected, because most of the time you think you are listening, but you are not. WHY?

When you ask your prospects a question, as they answer, you are already thinking of your reply. This is a FACT! and this starts the Yea BUT..... response as I mentioned in my last post.

We all do it in all areas of life, when talking to our family, chatting with a friend on the phone, even speaking to fellow Sales Professional after your pitch, we do it everywhere. This is not something that we do on purpose, most of the time it's just down to enthusiasm. We are too excited by what we have to say. In normal day to day talk its fine, but on a presentation it can affect your chances of getting a sale, in fact it WILL affect your chances of getting a sale........FACT!

YOU MUST LISTEN TO EVERY WORD YOUR PROSPECT'S TELL YOU.
IN THESE WORDS ARE YOUR ANSWERS TO GETTING THE SALE.

It's better to listen in order to understand, than to listen in order to reply

Every day you are involved in a couple of presentations, and as a result, a lot of the time you get into an automatic mode where you just repeat the same motions and same questions. It becomes very repetitive and this stops you listening. To help you focus when your prospects are speaking to you, listen with your eyes. HOW?

When your prospect's speak, focus all your eye contact on them, on their eyes. Eye contact is very powerful; it shows you are truly listening. It shows empathy and the more you do it, the more the other person speaks and continues speaking. This is what you want to happen during your Presentation. The more they speak the higher chance of a sale......FACT!

Take this out in the sales world with you today, when they speak, focus on the prospect, lean forward, hold a strong eye contact and listen, listen like what they are telling you is the most important thing you have ever heard, and really at that time in your life, it is! The more you listen, the more they will speak; enjoy your company and open up, and let their true feelings out.

Too many Sales Professionals love the sound of their own voice, the Prospects they present to don't. No matter what you are selling it’s the way your prospects will use that product or service that you need to know. It’s what's important to them, it’s their emotions, and more importantly, it's their money. You want it, so listen.

Here is some powerful quotes on listening I found on the web, pick one, write it down and read it every day before you present to your prospects.

"To listen well, is as powerful means of influence as to talk well and is as essential to all true conversation." Chinese Proverb

"Listening is a magnetic and strange thing, a creative force. The friends who listen to us are the ones we move toward. When we are listened to, it creates us, makes us unfold and expand."

"Its the provine of knowledge to speak, and it is the privilege of wisdom to listen." Oliver Wendall Homes

"Most of the successful people I've know are the ones who do more listening then talking." Bernard M Baruch

"If you spend more time asking appropriate questions rather then giving answers or opinions, your listening skills will increase." Brian Koslow

"If speaking is silver, then listening is gold." Turkish proverb

"There are people who, instead of listening to what is being said to them, are already listening to what they are going to say themselves." Alber Guinon

"Who speaks, sows; Who listens, reaps." Argetine Proverb