Proverb on Listening
“He who answers before listening - that is his folly and his shame.”
–Proverbs 18:13
Sales listening…
Have you ever considered how ridiculous it is to talk over someone (especially your prospects and customers)?
Why’s it happen? Could be simple excitement over how well your product or service fits for your prospects’ needs, poor listening training, or ego (Let me show you what I know as a replacement for of learning from what you know!).
Do you do it? Ever cut someone off mid-sentence with…
"I don’t mean to interrupt but…"
"Sorry to interrupt…"
"Oh, hey, real quick…"
"Wait…"
Here’s an thought…
When you and your team are talking with your prospects and customers, be sure to drop a small gap of silence in between what they say… and your response – just an extra second or two.
Do it when you’re asking your questions about their challenges and needs and in general conversation. Not only will it increase your rapport, but in many cases, you’ll also delight in the extra information you learn when the other person continues to talk.
Get a printable reminder or email this thought without the refer to.