Very few people are good listeners. In your everyday life how many people can you remember who are good listeners, people who remembered your name or  what you said.  In fact you would have met a couple of people in recent weeks you thought were good listeners,   What were your feelings towards these people.  I am sure you have more Trust, Confidence and Faith in them.  Most of us find it very hard to listen.

Salespeople think of themselves as being good talkers instead of Listeners. You hear people saying, 'He is a born Salesman'. He has the gift of gab.  Kerry Johnson in his book  'Mastering the Game' says  many people believe that speech is power and that listening is subservient.  He believes a good listener has much more power in a Conversation. The listener  is able to get more information than the talker.  When two people are talking,   the person who dominates the conversation is the person who is asking the questions and listening. The job of the salesperson is to listen to his customers.  Most successful  salespeople will agree.

Qualities of a good listener

1. Repeat and Clarify Information
2. Exchange Information.
3..Listen to Emotions.
4.Always be Alert and Attentive.
5.Never distract the Customer while talking.

Listening is an essential skill for making and keeping relationships.  Once you are a good listener people confide in you and trust you.  Listening with Openness is very important. When you are face to face with the Customer you have to do the following
1.Maintain good eye contact.
2.Paraphrase.
3.Clarify by asking questions.
4.Concentrate.
5.Keep away from distraction.
6.Be Committed.

Sales thought of the week

Listening guarantees trust and confidence.   W.Saga