So, what’s the most important sales consulting tool? In sales, listening is more important than talking. Often, it’s not what you say; it’s what you hear that will make the sale. Most salespeople spend time on what they’re going to say but little on improving listening skills. When clients are allowed to talk, they will share their needs, wants, and desires. If we listen, they will often share how they want to be sold. Most people, including your prospects and customers, would rather talk than listen.

How to Improve Listening Skills

Listen actively by concentrating on the speaker

Listen to the speaker with the sole purpose of understanding what they’re saying. Someone said listen to understand not to reply. Good advice.

Don’t interrupt

And don’t assume you know what the speaker is going to say. You don’t.

Keep an open mind

Don’t stereotype, prejudge, or assume you know the content before listening. Come to the conversation with an open mind and a positive attitude.

Limit distractions

Give your full attention to the speaker; turn off your phone and meet in a quiet space. Taking notes may help.

Stop thinking about what you want to say

If you are “waiting” for the speaker to stop so you can get your point across, you’re probably not listening. Focus on the speaker.

Clarify your understanding

Repeat what you heard, such as, “If I understand what you said, it was…”

Don’t take a stance

Listening is not about agreeing or disagreeing; it’s about understanding what is being said.

I’m Not a Good Listener, Are You?

I’m not a good listener, and it has cost me sales. If there were a poor listener 12-step program, I’d join. Please understand, I’m not making light of attentiveness. I realize the importance of listening skills and continue to seek improvement; it’s just not natural for me. Is it for you? So, are you a good listener?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you liked this post, you might also enjoy The Platinum Rule