With all the modern technology that business leaders and sales teams have at their disposal for communicating with prospects and existing clients, it seems that many sales professionals have forgotten how to communicate clearly.
In my opinion, too many sales reps are relying on emails rather than picking up the phone or arranging a video call. This lack of oral communication has resulted in poor communication skills and particularly active listening.
It’s such a shame because active listening has many benefits for the 21st Century sales professional. It can help to build rapport with prospects and strengthen existing client relationships.
Share these five active listening techniques with the account managers, sales representatives, business development managers, and any other individual that sells in your business to help them increase their sales conversions:
- Stay in the present moment. This means listening to what the prospect or client is saying. Avoid the temptation to let your mind wander to other things like email notifications.
- Avoid interrupting. It can be tempting to jump in with solutions, but it is important to remain tight-lipped until the client or prospect has finished what they were saying. They will appreciate the fact that you have allowed them to express themselves without being interrupted.
- Maintain eye contact. Maintaining eye contact is vital especially if you are communicating via video conferencing platforms such as Zoom, Microsoft Teams, Google Meet, etc. Failure to maintain eye contact can make it seem like you aren’t paying attention or are disinterested in what is being said.
- Summarise what you have heard. When you summarise what you have heard it shows the prospect or client that you have been actively listening to them. It also allows them to correct or elaborate on what has been said. This gives you more opportunity to uncover any needs, pain, or desires they may have.
- Ask questions. It doesn’t matter if you are a new or an experienced sales agent you can’t read your prospects or client’s mind. If you don’t understand something you have heard ask questions as this will ensure that misunderstandings are avoided and no assumptions are being made.
By applying the above active listening techniques you will be able to use the information that the prospect or client has shared to sell to them thus increasing your sales conversions and reaping the benefits of active listening.
If you would like your account managers, sales representatives, business development managers, or any other individual that sells in your business to convert more enquiries, please call me on 020 8337 5937 or send an email to email@example.com