It is amazing how many times a sales person shows up on a meeting and cannot stop talking. Maybe they get so excited about their product or service that they do not realize they are monopolizing the conversation. Not only is that a turn off, but they are blowing their chances of connecting with the prospect. The reality is, we should only be talking about 20 percent of the time. When we do talk, we should be asking well thought out questions that get the prospect to think and open up. By asking key questions and using clarifiers we show our concern and genuine interest in finding solutions. Plus, we end up taking in valuable information. People love to talk about themselves and they will be quite impressed when there is a salesperson visiting who will actually listen to them and care. The prospect will be impressed that you are allowing them to be heard and acknowledged. You will relate to one another more easily.
Listening is one of the most important skillsets in selling. Practicing can make you become more proficient. Genuine listening leads to great relationships with clients and prospects and is CRUCIAL to your success.