For read more of Gavin's work free visit his blog now at http://www.gaviningham.com .
Copyright (c) 2008 Gavin Ingham
Salespeople and business people know that listening skills are essential yet when I run sales training seminars I am constantantly amazed by how poorly most people listen to their prospects and clients.
This may well be that people have had too little sales training in this area, it may be that they hear what they want to hear or it could be that they just don't care.
Whatever.
The ability to listen, not only to what is said but to what is not quite said, is essential if you want to improve your sales skills and increase your sales results. Check out this excerpt from Real World Sales Skills: How to Sharpen Your Sales Skills & Win More Sales.
Listen for hidden objections.
Earlier on we talked about incongruent tones. Now we're going to talk about their close relative, the hidden objection. Hidden objections represent a block to the sale which is either not stated or is wrapped up in something else that the client said and therefore easily ignored or missed by the salesperson.
Take this example towards the end of the sales process. Read it out to yourself...
Sales: "Are you happy with that, Mr Client?" Client: "Yes, I am happy with that element of the solution."
Now read this second version out to yourself but lightly stress the .marked. word...
Sales: "Are you happy with that, Mr Client?" Client: "Yes, I am happy with .that. element of the solution."
See the difference? The stressed word may well mean that they are happy with that but not with some other part of your solution.
To be a great salesperson you need to be a great listener and to be a great listener you need to listen out carefully not only to what is being said and what you want to hear but also to what is not being said or what is not being said overtly or directly.
Most salespeople would carry on with this sale assuming that they were doing well here. Unfortunately, they would be wrong. Failure to hear this subtle nuance could well result in a stalled or lost sales later on down the line. I sense the words, "I'll call you back!" marching ominously in your direction.
A sales superstar would pick up on this subtle difference and explore the real meaning of what is being said.
One tip is to listen to genuinely understand, with real interest. When you do, you will start to hear things that journeyman sales wannabees will not.
Salespeople and business people know that listening skills are essential yet when I run sales training seminars I am constantantly amazed by how poorly most people listen to their prospects and clients.
This may well be that people have had too little sales training in this area, it may be that they hear what they want to hear or it could be that they just don't care.
Whatever.
The ability to listen, not only to what is said but to what is not quite said, is essential if you want to improve your sales skills and increase your sales results. Check out this excerpt from Real World Sales Skills: How to Sharpen Your Sales Skills & Win More Sales.
Listen for hidden objections.
Earlier on we talked about incongruent tones. Now we're going to talk about their close relative, the hidden objection. Hidden objections represent a block to the sale which is either not stated or is wrapped up in something else that the client said and therefore easily ignored or missed by the salesperson.
Take this example towards the end of the sales process. Read it out to yourself...
Sales: "Are you happy with that, Mr Client?" Client: "Yes, I am happy with that element of the solution."
Now read this second version out to yourself but lightly stress the .marked. word...
Sales: "Are you happy with that, Mr Client?" Client: "Yes, I am happy with .that. element of the solution."
See the difference? The stressed word may well mean that they are happy with that but not with some other part of your solution.
To be a great salesperson you need to be a great listener and to be a great listener you need to listen out carefully not only to what is being said and what you want to hear but also to what is not being said or what is not being said overtly or directly.
Most salespeople would carry on with this sale assuming that they were doing well here. Unfortunately, they would be wrong. Failure to hear this subtle nuance could well result in a stalled or lost sales later on down the line. I sense the words, "I'll call you back!" marching ominously in your direction.
A sales superstar would pick up on this subtle difference and explore the real meaning of what is being said.
One tip is to listen to genuinely understand, with real interest. When you do, you will start to hear things that journeyman sales wannabees will not.
- Related Articles
- Related Q&A
- Insurance Sales Success: Do you Just Need to Get in Front of More People?
- Insurance Sales Success: Reason 3 you Can’t Sell
- Insurance Sales Success: Reason Number 6 you Can’t Sell
- Unshakeable Self Belief - the Key to Sales Success
- Insurance Sales Success: Have you Been Told you Just Need to Call More People?
- Sales Success Tip-Stop What's Not Working
- Repetition Is The Key To Sales Success
- Critical Skills For Sales Leaders - Sales Performance Process - Mapping Sales Success
Virtual Office Case Study: Ken the CPA and a NYC Virtual Office
By: VH International Business Solutions | 15/11/2009Ever wonder how a virtual office can help you? Follow Ken the CPA and his business success after he opened a New York Virtual Office.
Boston Pack and Ship donates boxes to Cape Cod Cares For Our Troops holiday care package drive
By: Joe D'eramo | 15/11/2009In what’s become its own holiday tradition, Boston Pack and Ship, a small load shipping specialist, donated 300 boxes, tape and other packing supplies to Cape Cod Cares for Our Troops for its annual Christmas Care Packages drive.
Business Coaching Turned a Start-Up Around
By: Brad Sugars | 15/11/2009Three years ago, Chris Robertson started his own business. He thought this would give him more free time, but unfortunately, with his business, he actually didn
Get Your Ads Live on Craigslist
By: Creztor Tessel | 15/11/2009Posting ads on Craigslist can be difficult, even with the use of PVA for Craigslist you may find that you still run into a wide variety of issues. Craigslist is a very heavily trafficked website, and since it is free it can be an amazing goldmine. The problem is there...
5 things you didn’t know about document storage
By: Mark Sheldon | 15/11/2009Document storage isn’t a new service, but it’s surprising how many people don’t actually know about it. The government determines that certain documents need to be stored and preserved for historic records management so off-site document storage facilities are the ideal way to do this.
Trump Launches Work at Home Income Opportunity
By: Carl Leduc | 15/11/2009Donald Trump, New York Developer, Movie Producer and Billionaire have Donald Trump, New Your Billionaire, developer and the star of the TV show The Apprentice. Has put his name on the line and credentials and has started a newly launched venture that the average person will be able to take...
Major Dot Com Player Changes Industry Rules
By: Carl Leduc | 15/11/2009Up until now all major players who controlled and owned the issuing of website domain extensions such as the dot com's and the dot org's all controlled their monopoly with locked doors. By not letting private individuals any way to share in their billion dollar industry other than buying a...
Serving Trays: Make It A Worthwhile Endeavor
By: Robin Richard | 15/11/2009There are many ways to make it a really special dining experience for your guest if you scrutinize every related factor associated with it. Likewise, you need to think beyond others in going creative with your experiments. This time, pay a bit attention towards serving trays and you would see the positive changes all around you.
Repetition Is The Key To Sales Success
By: Gavin Ingham | 27/08/2009 | BusinessDon't wait for your boss to put you on a sales training programme. Don't wait for your sales results to fall off a cliff. Don't wait until it's nearly too late to start. Start now and make regular sales training practise of your selling skills part of your daily habits. You'll be amazed what you can achieve from a mere 15 minutes a day practising your basic sales skills.
How Important Is My Title When Selling?
By: Gavin Ingham | 12/08/2009 | BusinessThe reality of course, is that once you are through the door they will judge you on who you are and no fancy titles or strings of letters after your name will hide the fact if you are a no-hoper.
How Tenacity Helps You To Sell More
By: Gavin Ingham | 07/08/2009 | BusinessRobert got what he wanted by deciding what it was and then taking action until he achieved it. It wasn't clever, it wasn't pretty but it worked. And a lot of salespeople and business builders that I know could do with being a bit more like Robert.
7 Tips for Confident Cold Calling
By: Gavin Ingham | 10/12/2008 | BusinessTo help you to get and maintain the right sales attitude here are 7 tips that will help you to be a more confident and successful cold caller!
Blogging as Part of Your Sales & Marketing Strategy
By: Gavin Ingham | 07/09/2008 | BusinessMany blog marketeers have an inherent interest in positioning blogs as the second coming, as the only marketing required in your mix, as all you need to succeed in selling your products, services, or indeed anything that you want to sell.
How to Use Time Management to Gain 9 Years!
By: Gavin Ingham | 05/09/2008 | Self ImprovementHave you ever wanted to write a book? Take up a hobby? Learn a new language? Do you know someone who wants to study for a new career? Spend more quality time with their children? Get fit and exercise more regularly? Have you yearned to spend more time on the golf course? More time with your friends? More time pampering yourself? Would you do more with your life if only you had more time?
How to Motivate yourself to Make More Sales
By: Gavin Ingham | 04/09/2008 | BusinessMost people do not understand how and why they get motivated and therefore their motivation levels tend to ebb and flow like the daily tides. Few people have total control of their own motivation levels.
How to Listen for Hidden Client Objections
By: Gavin Ingham | 03/09/2008 | BusinessThe ability to listen, not only to what is said but to what is not quite said, is essential if you want to improve your sales skills and increase your sales results.