This article complements my previous contribution about the causes of prospect objections. Although concluding a sale’s deal is a combination of gathered requirements for a successful campaign, but also great listening is at the core of all. As a result active listening opens options for replying incredible answers. Here is how active listening secret works.
Active listening goes together with patience
Great listening skills require concentration to hear, then again it is not easy to concentrate and listen. However the issues that occur in a face to face conversation is the impatience to wait until the one speaking ends a sentence. And this is the area where a lot of people struggle to keep the mouth shut. So the interference in someone’s chance to speak causes to miss out other important points by the speaker. At the same time interrupting a client’s speech brings gaps in terms of getting full meaning of the message. So, how do you overcome this obstacle when having a conversation?
- Speak less when a client is talking
- Put in extra efforts to catch main contents of the message
- Write down also important points
- Make it natural
Remember paying attention to listen is crucial. And your strategy telling your prospect that you are attentive is nonverbal feedback and less speaking interventions. Moreover the best way is to interfere not in the prospect’s right of talking, but to wait for the right time to intervene. The idea is to be active with less intervention but to push the client opening up more. Yet again show interest in what the prospect is saying with a particular reaction, such as genuine smile and nodding.
Be sure to avoid the following:
- Looking down
- Getting shy
Apply the following:
- Maintaining eye contact,
- Looking confident
- Active listening attitude
Positive listening attitude will put one in a suitable position to ask relevant questions. Such that formulating clarification questions as to where the prospect did not speak with clarity. Note that qualifying questions might also come from a client as you would least expect it. The reason a prospect runs an assessment process, one is to make sure whether you listen or not, and two is to tell whether you are the right party to deal with. Thus all lies on the safety issue. Only great listening skill will help you overcome this test. Once the prospect covers this process successfully, chances of getting to the next step becomes high.
To conclude, effective listening empowers you to turn down all the possible objections related to paying attention. First, it allows you to relate, gain trust and build a solid relationship with the prospect. Second, putting you in a better position to ask pertinent questions. And then a good formulation of questions that will push prospects to say openly what he or she has in mind.
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