HOW'S YOUR LISTENING SKILLS ?

Can you believe it ? Second week in January already. I'm happy to report that I've added a few new clients - as a result of my new "limited time" pricing DEAL. Thanks to all of you - I'm looking forward to the challenge of "coaching" you to a new level of sales success. Onward !!

Listening Skills ! On the basic one to ten rating system - ten being the best at listening. Where do you rate yourself ? Try asking your peers or support Team where they would rate you. Why is that so important ? Because most of us are poor listeners and what's worse - we don't accept that fact.

Many sales organizations and research firms that support marketing efforts have found through the utilization of "focus" groups ( your potential customers and / or existing customers - where they actually get responses from this group ) that almost every time there is a significant amount that claim that salespeople are poor listeners. Hard to believe ? Stop and think about the sales process and how you deal with it. Most salespeople have strong egos ( almost a necessity ) and self perception of being very good at thinking on their feet. The minute a customer or potential customer says something that triggers your internal dialogue and your desire to appear eager / responsive and knowledgeable - BAM - you stop listening and can't wait to make your point.

Another place I see it is when most salespeople ask a question of the customer - they end up answering for them because they can't stand silence long enough for the customer to express their thoughts ( it's the adrenalin pump ).

In addition, there is a prevalent fear among many salespeople that you should have an answer to everything a customer could possibly ask. Instead of repeating the question and even asking other questions to make sure there is a clear understanding.

Here's the real issue. One of the ways to build new relationships is to be a better listener. To show respect for the customer's thoughts. To have them answer more questions and build the relationship on a higher level of understanding. Customers have egos also and want to deal with someone who listens to them and thoroughly understands their concerns / needs.

None of this is likely to be a discussion you have never heard before. It's something I speak to all of the time and as been a "Perspective" before. But it bears repeating many times. Rate yourself and work on your listening skills. A good resource (again) is the "7 Powers of Questions" by Dorothy Leeds - read it - it's one of the best books I've ever read.

LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.

Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling

Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.

Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !


NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOES !