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Are You Listening To Me?
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The
fact that you are talking doesn’t necessarily mean that others are
listening. (If you have children you know this very well!) Getting others
to listen requires that we offer them something They
are interested. Some people will listen because they are interested in
either whom you are or worth listening to. In other words, we have to make
it worth their while. People
listen for a few reasons. what you have to say. Most people have a general
sense of curiosity. If we as sales professionals can tap into our
prospect’s curious side, we will have a receptive audience. Curious
people respond well to openers such as “What would you say if I told you
I could add three check out lanes without any additional wires or floor
space?” They
are polite. Some people will listen simply to avoid being rude. They may
want to run for the hills when you start spouting “lines per second”
or “authorization codes” but they don’t want to offend you. As sales
professionals, these types of listeners give us some slack. However,
don’t misinterpret it as an open invitation to monopolize their time.
Use this leeway to ask questions that can identify specific topics you
should cover. They
expect to profit. Many people listen because they expect a benefit. These
prospects want to know what how they will be rewarded for listening. Show
them concrete examples of the incentive for hearing you out. Everyone
can be a listener. It’s our job as sales professionals to identify the
type of listener our prospect is and tailor our mannerisms, speech, and
content to suit their listening style. The
price objection is nothing to be afraid of. You know it’s out there, you
know you’re going to hear it. All you need to do is be prepared, be
honest, and be creative. Good
Selling! Paul
H. Green
© Copyright
1995-2000 |
