![]() ![]() And in that essence, active listening refers to concentrating on and comprehending the customer's words, remembering them with its context, and responding thoughtfully and with empathy. ![]() So, active listening refers to listening to your prospects and customers with complete attention and intent to understand what they say, what their pain points are, what problem they are looking to solve, etc. I’m sure most of you are already aware of what is active listening and why it is one of the most important skills in sales.īut to cover the base to ensure we are on the same page – active listening is a way for your salespeople to show your customers that they care and want to help (not just sell).Īccording to Merriam-Webster, active listening is 'to hear what someone said and understand that it is serious, important, or true.' ![]() The most effective salespeople engage in Active Listening, allowing them to craft the most appropriate solution and win their prospects’ trust. While you need to provide enough information to communicate your product’s value, you also have to make sure your prospect feels heard. Successful selling requires a delicate balance between talking and listening. ![]() That’s the difference between just listening vs Active Listening. It’s not sufficient to just look at how long I listened, but it’s more important to understand how well I listened. I talked for 60% and listened to 40% of the time. ![]()
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