How to Assure Your Customers You Are Listening
Listening to your customers is crucial to your sales success. You need to demonstrate that your listening is sincere and real, and there are many ways to do this.
1. Paraphrase their words
One way to show your listening skills is to paraphrase what your potential customer has said. Feed their words back in your own words. Paraphrasing is the way you prove that you have been paying attention to what has been said. Ask questions to make sure you get to the heart of their concerns and thoughts. When the customer is done with explaining their situation, summarize your conversation making sure to address all questions asked. This strategy is very effective in showing your customer you are listening.
2. Choose your words carefully
When you want to provide feedback on what the customer has told you, you might say, for example, “Let me see if I understand correctly. It seems to me that this thing is your major concern because recently, you have had experiences that have made you careful when making similar decisions“. Then you feedback their paraphrased thought, questioning and clarifying, until the customer responds, “Yes, that is exactly what I am saying”.
3. Presenting your solution
Timing in a sales business is a crucial element. When the customer is finished with expressing his or her thoughts and you both have agreed on the situation, only then you can begin presenting your product. You cannot pull out your price lists and pamphlets and start telling your customer that your product is the best solution to their problem until you have gone through at least half of the sales conversation, or more. When you think about it, until that point you don’t have enough information about the customer and his/her requirements to start a conversation that will be productive in the end. A thorough examination and proper feedback that will demonstrate your listening skills will enable you to start an intelligent presentation they are willing to hear at this point.
Being a good listener is a ticket to your potential customers’ trust. The more you listen, the more they will like you. When you show them you listen and understand what they are saying, they will want to do business with you. Active listeners are always appreciated. Paraphrasing and feedback are excellent tools to demonstrate to your customers that you understand their situation. After that, a selling process can begin.
I am an English teacher. Writing is my passion