In our trainings, we do a ‘card trick’ to demonstrate the greatest sales tip ever.
ASK a question… LISTEN to the answer… ASK another question (based on the previous response)… LISTEN to answer.
Asking questions is the best way to do DISCOVERY… the best way to create ENGAGEMENT… and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!
Here are 3 quick tips on how to be a great listener, followed by an article from Selling Power (September/October 2011) titled ARE YOU LISTENING? (8 Steps to Positive Listening Skills That Can Improve Your Sales) by the editors of Selling Power.
- 1. Total focus. Actually sit up, engage with your eyes and ears as you focus on exactly what the prospect is saying.
- 2. Get people to tell their story. Most people love to talk about themselves and share their stories with you. This is a perfect fit with out IMPACT –> INCOME | SHARE THE STORY –> PRESENT THE OPPORTUNITY. (It’s not just you that should share the story… but they should share their story with you.)
- 3. Take notes. In my mind, this is a great way to show respect, show that you’re listening and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.
- *It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.
Read the article for 8 More Steps to Positive Listening Skills!
Then… ASK… LISTEN… ASK… LISTEN.