Being a salesperson takes a lot more than just convincing the customers as you would require to have good listening skills as well. To have good communication with the customers, you need to hear what they want to say while talking about prospects. But if it often happens that you find yourself distracted by some other thoughts while communicating with potential customers; it is not a good thing for a salesperson. Here are 6 simple ways to improve your listening skills and stay in focus on the conversation.
1. Learn to Shut Up
More than 96% of professionals around the globe consider themselves good listeners but in order to do that you need to learn where need to stop. While enthusiasm is great for making sales pitches or offering a demo, it is not required at the expense of others. It is not about dominating a call with the benefits and features of a product, but rather listening to them and allowing them to offer a chance to represent your product or services. Empathy and understanding are the virtues that can help build your focus.
2. Relevant and Good Questions Only
While you are in a conversation with the customers, it is your responsibility to find out valuable information by asking good questions through the small windows you get. Before you show a feature of the product, ask what kind of problems they find in the relevant field and then offer them the solution by pitching your product. Listening to them carefully can help find the aspects that show that your product can fulfill a need.
3. Opt out of Distractions
In this digital era, it is quite normal to get distracted with so much to take in such as LinkedIn notifications, Slack messages, email popups, and so on. But when you are on call; you cannot let your thoughts get indulged in such elements. Do yourself a favor and get rid of them for the particular time of conversation. This will help you stay in the moment without losing focus. Multi-tasking is a valuable skill but it can also make you distracted. So, only keep a notebook and a pen while taking calls that keep things minimal and help get the pointers for sales.
4. Active Listening
Do you know the differences between listening and hearing? Hearing is passive and that is you should start practicing active listening rather than passive hearing that makes you miss out on important data. It is not just nodding and "uh-huhs" but more like confirming your understanding of the matter. A consistent practice will help you understand how can get more information even from brief conversations.
5. Get Rid of Biases
Having biases is a part of being human only and so, everyone has it. But being a salesperson requires having an open mind. So, learn to acknowledge your biases and get rid of them. Do not make assumptions on prospects based on job title or industry as it can cloud your judgment. Keeping an open and unbiased mind can help close more deals.
6. Nonverbal Communication
Listening involves interpreting nonverbal communication with the help of small cues inside. Focus on the elements like,
- Pauses
- Speed of talking
- Tone of voice
- Mannerisms
- Background noise
Understanding these helps you figure out a lot about your prospect's level of interest, state of mind, and reservations.
So, being a good person requires listening to not only what is said but also what is not said in the conversation. Follow these tips and ace your sales career by closing more successful deals!
