When you have good sales rep’s listening skills you are going to have better sales conversions. This, in turn, means that you will be able to win more deals. To make your listening skills better you have to do more than just internalizing the listening skills tips. The difficult part is practicing, honing and applying these skills. This is where the sales coach proves to be really useful. It is up to the sales managers to train their sales representative in the way that is best to listen to their prospects. It a great way that can be utilized in enhancing sales performance. Discussed below are a number of powerful tips that you can teach your sales reps.
To begin with, slowing the conversation down can be of great help. Sales reps tend to be talkative individuals with a lot of opinions and ideas. With this characteristic they are capable of talking so quickly. Talking quickly can result in your relationship with your prospect being hurt. They are going to either lose interest or even get stressed out. Instead take the initiative of articulating the thought you at the speed level that is digestible. To help and guide your prospects in sharing what they have is ask them some questions and stop whenever clarification is needed.
The second thing is avoiding interruptions. Interruptions can limit your prospects form letting out all that they have to say. They could have so much that would help guide your conversation. You should let go your fear of silence. You are going to notice that if you speak at the time that your prospect is done talking they are going to often have something that they can add on.
Clarifying and paraphrasing is important. A great part of listening closely to a person is allowing them to know that you are listening closely. The speaker is going to know that you are listening and will really appreciate it. Also it will be easy for them to like you. Make an attempt of paraphrasing their thoughts in your very own words so as to show that you care about what they are saying. To add to that make sure that you really understand them.
To end with you are supposed to pay close attention to their emotions. Words are not always the true representation of what other people are saying. It can be hard to have a conversation interpreted over the phone in an easy way. Reason being, you lose the ability to read an individuals body language. Nevertheless, it can happen. You can begin with trying to feel their voice’s time and the stress levels.