Listening

🤔 How effectively do you listen to your customers?

 🎯 The most successful sales people listen to their customers. That's easier to say than do.

 🎯 Of course they do the planning, preparation and research in advance. This sets them up for success. 

🎯But what they are also able to do well is to flex, listen and adapt in real time, often under pressure, with a customer. They tune into what the customer is saying and really dig below the surface of problems, challenges or opportunities to understand them alongside the customer. They don't quickly move onto the next topic because that's what they planned.

 😥 If you stick too rigidly to the topics, questions and outcomes you planned for, it is highly likely you'll miss something your client says and not follow-up with the right questions. 

😥That "something you miss" could be critical. It could be the "golden nugget" that makes the customer want to take urgent action.

⏩ Tip: Try to be really present in the moment. 

When your client is speaking - don't think about the questions you need to ask or the next topics. These thoughts becomes distractions - you stop listening. Trust your skills - practice them - elevate your confidence and agility.

 🌍 This week I'm working with a group of sales leaders from a global tech company on behalf of Imparta. Today I worked with the group on customer needs and creating urgency - building real momentum. Live role-plays are a great way to practice sales listening and questioning skills.

#listening #questioning #leadership #salestraining #salesskills