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Listening With Your Brain

Submitted by Mitch Seigel on Tues, 12/23/2015

A major part of the sales process is listening to your client. The level of listening is as important as whether you are listening at all. Most people, including me, at various times, lose focus on our client, and think about the next question we are about to ask, while the client is answering the previous question. This lack of focus often times leads to a misunderstanding, and in some cases, to lost sales!

So it is not just a matter of listening with your ears-you need to use your brain when listening. The answer your client gives you may be the key to the sale. Or it may lead you to a “side-bar” question that is more important than the original question. The bottom line is that you need to pay close attention to what your client is saying in response to your question.

Also, the act of listening in sales is much more than just hearing answers to questions. It is showing your care and concern for the client’s perspective. You are gaining insight, and at the same time, you are building your relationship.

Increased listening is not easy. It is something you need to work on constantly, as I have for the last thirty five plus years. At the end of the day you will see the benefit of higher level listening in both monetary rewards, as well as increased trust by your clients.

What are your challenges when it comes to listening? I look forward to hearing your comments. Until next time…