Using Active Listening

Active Listening

Are you listening to what you think you’re hearing, or are you actually missing the key points or words spoken by your customer or prospect?
Ever felt like you’re on a completely different page? Well perhaps there’s a reason why? In short, there is.
Most sales people think that they’re really picking up between 70% and 90% of what’s intended by the prospect, in reality it’s more like around 30%. That’s fundamentally a massive void.
This can have a detrimental effect on the success of a potential order or sale if the customer feels that the sales person or business owner isn’t in fact listening to them.
When listening to our customers, we often only get one chance to hear what they want to say. Making them repeat their request or comment can display to the customer subconsciously that the sales person wasn’t listening and perhaps wasn’t really interested in what they had to say.