Nine Steps to Better Listening Skills

Submitted by Mitch Seigel on Sun, 01/20/2012

If ten people were to describe a typical salesperson’s attributes, the last one that would come up is being a good listener. This is quite ironic since, according to the elite salespeople in several fields, listening is the number one attribute of a good salesperson....

So let me outline for you the nine steps to better listening;

1. Prior to talking with a prospect or customer, prepare yourself to be completely objective and open to whatever they say. You can’t be thinking about your next question as they answer, or it will diminish the content in a follow up question.

2. If you don’t have a standard line of questions to ask your prospect, write down the questions ahead of time, in anticipation of the time you will have with them.

3. As they answer each question, write it down. This does two things. It literally shows that you are listening intently and care about having the correct information. It also allows you to recall information when developing follow up questions, or ultimately a presentation based on the information you learn.

4. Repeat the answer back to them for clarification. Listen again because when they clarify, the deeper answer will come out.

5. Continue this process through your entire line of questioning and listening.

6. Always ask if there’s anything else about that subject that they would like to share.This shows to them that you are not rushing through the gathering portion of your meeting, and that you want to be thorough.

7. Transfer the answers you receive directly into your oral and/or written presentation, attaching them as direct ties to your products or services, creating benefits for the investment.

8. Lead your presentation by verbalizing the information you learned and listen for changes or additions to the answers you first received.

9. Adjust your offer based on changes in the prospect’s needs, or let them know you will get back to them with what you can do to complete the transaction. And make sure you do get back with them.

Following these steps over and over and over again will enhance your skills as a consultative salesperson and as a listener. Most important, it will add to the bottom line ROI you receive from your time in the field.

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