By far, one of the biggest mistakes that we make in sales is talking too much. I think most of us have been guilty of this at some point. It is true that God must have given us two ears and one mouth for a reason.
Sales is about helping the other person solve a problem. It is about filling a need that they have. If we don’t listen first, we can end up talking about all the things that are really not that important to the prospect. We first need to listen and learn what is most important to them.
One of the best ways to do this is by Listening with your Fingers. Whether you are selling over the phone or face to face, ask questions and TAKE NOTES about what you learn. Gather as much information about the prospect as you can. Learn about them and what is most important to them.
If you observe top sales professionals, I bet you will find them often listening with their fingers. If you are selling face to face, there is nothing wrong with the prospect seeing you take notes. It actually shows that you are really listening to them and discovering what their needs are. Tell the prospect that you like to take notes so can better serve them and meet their needs.
We are all guilty of looking at people when they talk, but not really listen to them. It is so easy for us to start thinking of what we want to say when we get a chance to speak. Taking notes and listening with your fingers causes you to stay focused on the other person.
Give it a try.
To your success,
Rich
Rich Florence 