Strategy #13: Actively Listening
Ninety-seven percent of sales and marketing professionals simply do not listen to their buyer. They think they know everything about what the buyer wants. If they would simply listen to the buyer instead of talking, then they would really know what the buyer wanted and understand how they could close the sale. Before I speak at an event, I always ask the host, “What do you believe the attendees need to hear to change their lives?” At that point, I shut-up and listen. By actively listening to the wants and needs of the attendees, my sales increase and I build relationships.
These are two powerful words: Shut-up and listen. After you ask your open-ended, positive closing questions, be silent. If you rearrange the letters in the word “silent”, you will get “listen.” This further proves that the two go hand-in-hand. When you actively listen, you are focused. You are not distracted or multi-tasking while your potential client is speaking. Multi-tasking equals multi-failing. You must respect the client’s words and listen to what they really want in order to successfully close the sale and open a relationship.
Strategy #13 Champion Tip: Shut-up and listen to really hear the needs of your client and close the sale.