Is Multitasking Hurting Your Sales?
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Know your product/service so well that you can listen intently rather than thinking about what you are going to say next. Try to wait at least 3 seconds before responding, this will demonstrate that you are listening and reflecting on what they've shared with you.
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Concentrate on just listening. Don't try to solve the problem before they have completed presenting their issues. By focusing, you may surprise yourself and come up with solutions that you wouldn't have if you had cut them short. In a sales situation, by cutting the prospect's time short you may be leaving money on the table by not discovering all their needs.
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Use open ended questions to learn as much as you can about a prospect. Ask questions that start with how or why to really get them to elaborate Once you get them to open up paraphrasing and summarizing what they have said will demonstrate that you are listening to them. Take notes during your interaction, this will force you to listen well and show the prospect that you care enough to write down what they are saying.
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Eye contact, non-verbal cues and mannerisms are important. Show that you are engaged by leaning in and nodding your head. These subtle non-verbal cues can have a big impact on how you are perceived by the prospect or customer.