Listen to Your Prospects

I had the strangest phone call the other day.  It was from someone I have known for a long time.  I wouldn’t call us friends, but our paths have crossed multiple times over the years so we are acquainted. 

We chatted for a few minutes. He told  me he had moved to Florida. I mentioned I sold my company and I am enjoying the slower pace.

He replied he can fix that and proceeded to launch into a pitch on his new venture. Unfortunately, I have no interest since, as I told him, I sold my agency.

By the time I got off the phone I was annoyed, because he clearly wasn’t listening.  Then I felt bad for him, because not only had he failed to sell me, but he completely blew the chance to sell to my contacts. There was no way I was going to introduce him to anyone I actually liked. 

So, before your hop on your next sales call, maybe you should brush up on your listening skills. 

  • Pay attention to your body language. Make sure that you are facing your customer, making eye contact, and nodding your head. This shows that you are engaged and interested in what they have to say.
  • Ask questions. Asking questions shows that you are interested in what your customer has to say and that you want to understand their needs.
  • Listen without interrupting. It is important to give your customer your full attention. Do not interrupt them while they are speaking.
  • Paraphrase what your customer has said. Paraphrasing shows that you have been listening and that you understand what your customer has said.
  • Summarize what your customer has said. Summarizing shows that you have been listening and that you understand the key points that your customer has made.



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