Telesalestips for the week 24-05-99

Listening Skills

How important is listening?
Success in selling is the state of mind with its magnificient
possibilities dependent upon initiative, discipline, and a high degree of
commitment. As a Sales Person  you need Human skills and Technical
Skills to understand and relate to people as individuals. As we all know
today Customers are well informed about consumer issues. They want
things to be reasonably priced and efficient. They want to believe that
many purchases can be seen as investments.  They want to spend money
wisely. To find out whatis important to customers you must listen. The
truth is most Sales people have never learned how to listen actively
rather than passively. Listening is an art every Sales Person has to
cultivate. Good Telephone Skills begin with listening. Listening is very
important to those who rely on the telephone to communicate with because
there are no visual clues to affirm or negate information.  The top
Sales Person knows it is impossible to succeed in sales without good
listening and communicating skills.

To listen accurately is to really hear and absorb important messages and
information necessary to your success in selling.  The first requirement
is strict concentration and discipline of the emotions. Clear your mind
of all negative and unrelated thoughts when talking to a customer. Focus
your attention on your customer.  Discipline your mind to listen, hear,
and absorb everything the customer said. Build a mental picture of the
person speaking.Ask relevant questions and be silent. Provide continual
feed back.  Practise listening with friends, family and staff members.
As you practice, you become professional.

What makes a good listener?
1.Patience
2.Concentration
3.Open mindedness
4.understanding
5.Discipline
6.Focus

What is listening?
1.Listening is leading
2.Listening is Watching
3.Listening is Waiting
4.Listening is Imagining
5.Listening is Hearing
6.Listening is Problem Solving
7.Listening is finding needs.


We all know 45% ofour day we spend listening.  That is nearly half of
our day.  But how much do we really hear and understand.  The average
person speaks 125 to 180 words per minute.  But most of us have the
ability to listen at the rate of about 400 to 500 words per minute.

Sales Thought of the week

Victory tends to favour good listeners.  W.saga.

Archive ...Go back to main page