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There are a whole host of
different things that you need
to do in order to be a good
Different sales trainers will
have different opinions on this
subject from 'You have to be a
closer to be a good sales
person', 'You have to be able to
deal with objections' to 'You
have to know your client'. All
of these points are absolutely
However, in my opinion all of the points that I have mentioned are useless unless you listen. You need to be a good listener in order to be a good sales person. It's OK being good at objection handling, but if you can't hear the objection, you can't overcome the objection and if you can't overcome the objection you can't close the deal. Fact.
So what do you need to do in order to be a good listener? Well the first thing to do is relax. I know that may sound obvious but so many people, when selling, get hyped up, mentally stressed, talk too much and don't listen. You then begin interrupting and talking over prospects. Once that happens you will begin to go into a telesales tail spin and then it's just a matter of time before the deal slips through your fingers.
So, if you have had your fair share of deals blow out this month and you are not sure why it keeps happening then I wouldn't be surprised if it was down to not listening.
Here's a quick lesson that will show you almost immediate results.
On your next telesales presentation just try and relax. Take the attitude that it doesn't matter if the deal comes in or not. If you do this, you will notice that your voice will slow down. If you slow down you are less likely to interrupt people so you're less likely to annoy people. If you're speaking slower, your conversation will sound ordinary and your client will be more relaxed and more likely to talk to you for longer. If your client talks more, you'll find out what they like and don't like about your product, and then you'll be able to overcome those objections and eventually get to the close, and then the deal should be yours.
So the moral of the story is, if you want to listen better, then just relax.
By: Julian Blee