Four Tips for Your Sales Tool Box are:
- Summarize Often
- Confirm and Clarify
- The 80-20 Rule
- Maintain Focus
Summarize Often
Recap your discussion with your client several times throughout the meeting. Your customer is not forgetful or inattentive. Summaries demonstrate momentum.
Five reasons to review are:
- Remind attendees you’re making progress.
- Everyone can celebrate little victories.
- Keep the end goals in sight.
- Demonstrate that good listening and comprehensions are ongoing.
- Encourage time management.
The 80-20 Rule
Make sure your prospect talks 80% of the time. While they share their needs and wants, remain quiet and take excellent notes. Sales people love to demonstrate how smart they are. “Smart Listeners Are Silent Listeners.”
The smartest person in the room talks 20% of the time and asks great open-ended questions that begin with the Five Ws; Who, What, When, Where and Why? In addition, the Big H – How.
Successful sales people remain engaged and demonstrate comprehension.
Confirm and Clarify
This step I nicknamed “The Parrott.” This technique came from marriage counseling. Years ago my husband and I wanted to improve our communication. The counselor asked each of us questions. He listened to our responses. Then we summarized what our spouse said.
Unfortunately, our “instant replay summation”were inaccurate. We listened with flawed filters. Frequently, what we reported hearing was incorrect. Additionally, as we gave our interpretative synopsis, the words selected and the vocal intonation changed too. Perhaps, in our replay, we wanted to impress our counselor with our dramatic acting skills. If this were an audition, that’s appropriate. In listening skills practice, it’s not!
Also, don’t repeat a partner’s exact words or it sounds like you’re mocking them.
Parrots supposedly repeat their famous phrase “Polly Wants a Cracker” exactly as their owner said it. No variations. No dramatic inflections. Think of “The Parrot” next time your restate your customers’ requirements. Consider opening with one of these phrases:
- “What I heard you saying was…”
- “Let me see if I got this right.”
- “What you’re telling me is that the…”
Maintain Focus
Demonstrate listening using three skills:
- Take notes.
- Practice “Listening Body Language.” Lean forward and use the appropriate eye contact.
- Focus on your prospects Body Language and react accordingly.
Use these Listening Techniques and Tools and your sales will increase and your relationships will prosper.
Mary Redmond is a top-rated female professional speaker, author, consultant and business coach. She is a negotiation and body language expert that instills confidence, inspiration and expert knowledge that sets up her audiences for success!