In the process of selling, there are several steps that the sales person must take before he or she closes. The first step, of course, is qualifying through effective communication. You cannot sell a product until you have thoroughly qualified the prospect. Every one of us has been in a situation where we have walked into a store or onto a used car lot, and somebody comes up and says, “Why don’t you take it?” Or “Are you going to buy it today?” They try to close you without ever asking you what it is you want or what you need. They forget to qualify…. Read more
Perhaps the most powerful of all leadership techniques for motivating employees is effective listening. Learning to practice your listening skills until it becomes a habit can do more to improve your relationships at work and at home than perhaps any other single behavior…. Read more
In sales, the most important factor to effective communication is for you to improve your listening skills. You must learn to start asking questions and listen attentively, without interruptions. As a rule, you pay attention to people you most value. When you pay close attention to another person when he or she is speaking, you signal to that person that you very much value him or her and the content of their comments. This is very flattering to another person and it causes them to respond warmly to your attentiveness…. Read more
Communication skills are the foundation of almost everything you do.
Your ability to master effective communication will largely contribute to your success in life…. Read more
Don’t get caught not listening to your potential customer. This is critical to your sales success.
Paraphrase Your Customer’s Words
The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it…. Read more