Amateur Salespeople listen frau sucht mann region bern site de rencontre kuwait you can try these out match making star signs i loved this rencontre homme blanc au gabon trophyline tree saddle rope hook up rencontre gay z http://meliggoi.gr/mokryxa/2824 http://hongrie-gourmande.com/frensis/4973 to (2) their client. That is their problem, that is all they are doing (although there is plenty of evidence that many of them are too busy talking for even that to happen!). Professional salespeople listen for (4) the real need or reason behind their clients questions and statements. In this article we explore the difference between these two behaviours and the guaranteed impact it has on your success.
What Prompted This article?
I recently sat in a meeting between a salesperson and their prospective client for a professional services firm and found myself thinking, “I don’t believe the salesperson is actually interested in what the client’s real issues are. They are just going through their standard patter like it was groundhog day”. There had been all sorts of clues and opportunities presented and none of them seemed to be switching on the curiosity of the salesperson. I found it quite frustrating and the client was either blissfully unaware of what a bad job the salesperson was doing or was just going through the process so they could gather the information required to buy from someone else! The salesperson was listening TO the prospect but not FOR the hidden meanings and unspoken requests to be professionally consulted to. A very pleasant and totally wasted meeting fizzled out to “thanks, I will go away and think about it and get back to you”. Oh – what a surprise – they didn’t!
We Are Always Communicating
Even when we try to hide or mask what we are feeling, we are constantly sending off signals that indicate our true intent. Professional salespeople are always searching out the true intent of their clients communication. The are listening for not only what is being said but how it is being said and just as importantly, what is not being said!
The Reason Behind the Question is More important!
Professional salespeople use sensory acuity and emotional intelligence and they are genuinely interested in the reason behind the questions their clients ask, not just mindlessly supplying the answer thinking they are doing a good job. If clients knew all the right questions to ask and it was just a matter of supplying the answers, we can replace all the salespeople in the world with computerised automated response units and a set of FAQs.
Given the fact that people actually prefer to deal with another human being (as long as they add value to the process), it is essential to develop the skills necessary to peel back the layers of the clients to discover the truth.
How Deep is the Truth?
The truth is often a minimum of half a dozen questions deep and requires the ability to actively listen for what the client is not telling you. When a client provides their initial response, you must be asking yourself, “have I got to the heart of the matter or do I need to peel off another layer?”
It is not just a matter of asking another unrelated question, it is essential to incorporate a part of what the client used within their answer to prompt the next question. This way you get to peel another layer off their initial response and you are closer to helping them discover what they really want to know but haven’t asked yet.
Professional salespeople are also listening for congruence – in other words, whether the words, tone, pitch, pace and inflections line up with what is being asked or discussed. They are also consciously aware of whether these factors are congruent with their client’s body language and other non-verbal language.
Feedback and Comments
Can you think of example where the client asks you a question and the best thing you can do is check for the reason they asked it in the first place? Have you suffered through a joint appointment knowing full well that your partner has not got to the truth behind the clients initial responses? As always, your thoughts and feedback are valued. You can choose to comment anonymously if you wish. Feel free to ask more questions if this is an area that you know would improve your professional selling skills.