You should be listening at a high level all the time--collecting facts, information, and business-related concepts--but most of all, listening for needs.
As a salesperson, you are the eyes and ears of your organization; what you learn about your client in a sales meeting will make your company stand or fall. You should be listening at a high level all the time--collecting facts, information, and business-related concepts--but most of all, listening for needs. Of course, this is the ideal scenario, and in reality your ability to listen is jeopardized by many factors.
Instead of listening, you may start anticipating the next question, planning your response, or trying to understand what the customer meant. You may get distracted thinking about your route home or tomorrow’s meetings; and there are biological reasons why attentive listening is harder than it seems--we think much faster than we can talk. But whatever your reason for tuning out, you can be sure that when you do, you’re missing vital information.
ACTION POINT: Discipline yourself to listen to your customers at a high level all the time.
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