Listening Versus Talking in Persuasion

Many salesman have this notion that selling only includes talking, which is proven to be inadequate. In fact, there's a frequently used phrase that's often used by some of the best sales staff where they say that selling is not telling. One of the key factors of persuasion that separate great salespeople from average salespeople are simply their ability to listen and to use active listening skills but focusing more on what the customer is asking for and talking about. Good sales people have the ability to use that information to persuade the person. By doing this, you actually do a research on how the persuadee thinks and the way that the individual acts. This research enables you to set up yourself in making a proposal later on and relating to what the person is after.
So there are few key steps to the active listening.
1. Paraphrasing - Even as you're listening, every now and then you should be paraphrasing back to the patron what it is that they are saying and the points that they are making. You need to be able to make them feel that you're listening and make them sense that you are really giving attention to exactly what it that they are after. One of the biggest factors of persuasion where most salespeople fall down is that the customer doesn't feel like they understand what they are after, that the customer feels that they are just another customer who is getting the same sale speech which the salesperson has given out 20 times today already. By way of making your patron feel that you are looking into him as just another customer, you will not be able to make a excellent rapport with them and finish up not being able to sell anything to them.
2. Listening and paraphrasing - Always try to keep in mind some, if not all of the keywords and the key phrases that your customer is repeating to you. Since these keywords and key phrases contain the significant detail on what it is that they really have in mind. It maybe be possible that you and your have a dissimilar comment regarding the product, but if you will be able to pay attention to the keywords and key phrases then paraphrase it back to your client, you can make him feel that you do know his own concept of what it is that he really likes. So sometimes, you have to defy the urge to describe things in the way that you would explain and use the terminology of the way the client is describing it and describe it in that way.
3. Clarify - There may be a need to clarify with your patron on things that you are unsure of. Some patrons, would value it if you would clarify a few key points that you are not 100% sure, since it shows your concern of trying to provide them the finest possible service you know. Clarifying things with your patron does not make a lesser sales staff, in fact, this is a wonderful tool that could boost up your sales, since it makes the client look up to you as a buddy and eventually allows you to make some proposals and to partake in the decision making before making the big purchase. The old days of presentation selling are long gone and are very ineffective ways of persuasion in the 21st century.

By: Sam Persuasion

Article Source: http://www.directorys.uniquearticles.info

For more tips on how to become a better salesperson and some of the skills used by the best salespeople in the world, go to Sales Persuasion

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