HOW TO SELL BETTER AND MORE
 by Linda Overstreet

Here is one skill that is often overlooked.  The skill is actually.... listening to someone. 


We all have a tendency to want to “get our words in”, to “have our say” so to speak…. that we usually are thinking about what we are going to say next instead of truly listening to others.

I actually practiced listening more the other day while out relaxing by the community swimming pool.  I struck up a conversation with a neighbor.

He briefly mentioned he was moving next week out of State.  So I decided to really pay attention and ask some good questions.  Within a few short minutes, I heard how his daughter was being transferred and he was going with her. 

He told me how his home was already sold, and how he has a new home waiting over there.  He was very happy to tell someone all about his new adventure coming up.   I clearly listened, using my ears and body language too, and with in a short time, I know he felt important, and heard.

When if we could do this similar practice in business, we actually could do a couple of main things in order to get more deals and close more sales than anything else.  The main things are:

Ask better questions, then, really pay attention to the answers, really listen to understand and clarify when needed.  Here is a program to help you achieve more:

How To Have Million Dollar Habits

BUILDING TRUST

Here’s a way that you can get to understand the person your talking with, plus build trust.  This is to ask them to clarify what they are saying with a question.  You would say something like “How do you mean, exactly” or “Can you tell me more about that”.  

This will help you understand any objections better and always paraphrase back to the person what you believe they were telling you.  For example: “So let me see if I am understanding you correctly, what I heard you say was, …… (repeat what they said). 

Also, ask them "what about that would even be a good fit for you"... then listen.  This makes it their idea and a good solution for them. Also In this way, they feel honored you are trying to really help by actually understanding their needs or wants.

ACTION EXERCISES

Here are two things you can do immediately to put these ideas into action.  First never assume you understand the person speaking, especially if they are asking you questions.  First, always get clarification by repeating back what you believe they said.

Second, ask more and better questions to bring out their needs, really dig deeper to try to solve their requirements and really find out what the customer really needs or are concerned about.  Give great customer service with satisfaction. 

When you really try to help your customers, you build rapport and they feel good about using your products and services.  Asking good questions is relational selling.  Listen here to "how to be a success".

Your partner in success, 

Warmly,

Linda Overstreet

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