Listening Skills Win Sales
Communication skills are the foundation of almost everything you do.
Your ability to master effective communication will largely contribute to your success in life.
Non verbal communication is just as important as verbal communication.
There are books, articles and multi-day courses on communication skills. There are audio/video-learning programs that include hours of instruction and a variety of exercises on effective communication.
They are all valuable and helpful, but what they teach can be distilled down into a key skill. Your mastery of this non verbal communication skill, through discipline and practice, is all you need to become an excellent listener, with all that it entails.
Listen Attentively When Others Speak
The best listening skill is your ability to listen attentively. Lean forward; face the prospect directly rather than at an angle. Focus your attention on the prospects face, on his or her mouth and eyes.
Hang On Every Word
Listen without interruption. Listen as though you were hanging on every word the prospect was saying. Listen as if the prospects were about to give you the winning lottery number and you would only hear it once. Listen as if this were a million dollar prospect that was just on the verge of giving you a major order. Listen as if there were no one else in the world to which you would rather listen at this moment than this prospect, and to what this prospect is saying.
The Most Important Skill of All
The ability to pay close, uninterrupted attention to a person when he is speaking is the primary listening skill. It is the hardest facility to develop and is simultaneously the most important of all. It requires continuous practice and discipline. And it’s not easy. It is hard to keep your thoughts from wandering, but the payoff is tremendous.
Here are two things you can do immediately to put these ideas into action, sharpen your listening skills, and master effective communication.
First, imagine that your customer is the most fascinating person in the world. Hang on every word as if he was about to place a million dollar order.
Lastly, lean forward when your customer speaks. Nod, smile, agree and be both active and involved. Listening builds sales relationships.
About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Google+, Twitter, Facebook, Pinterest, Linkedin and Youtube.