When you have a conversation with someone are you listening to then with the intention of truly understanding what they are saying? I know that…
When I first met you, you looked like everyone else. Even slightly better looking than most. But now, you have changed. It appears one of your ears has fallen off and the other is not far behind. Then from what seems like out of nowhere you have grown a second mouth. And boy do you know how to use it. I feel like your voice is attacking me from everywhere. Why don’t you want to listen to me and hear what I have to say? Why can’t you care about me? Just ask me a question that will help you help me and then SHUT UP and LISTEN!
Why do you believe that "telling" is "selling?" I am coming to you as an expert in your field. I want to hear your opinion and seek your guidance, however not until you understand me and the problem I am here to solve. Ask me why I am here. Ask me what problem I need to solve or what itch I need to scratch. If you ask me questions that show me you care, you will get answers. Not only will I be more than happy to give you answers, I am going to give you all the information that you need to help me “buy.”
You may be asking yourself, why am I telling you that I am willing give you all of this information? The answer is simple, I came to you because I want to buy something. I have a problem that needs a solution and I believe your product might be that solution. However, I am not sure, so I come to you for advice. Ask me the following questions, and if you let me answer you, you will receive all the information you need to close the sale.
Questions like these however are not enough to show me that you are concerned about me and you really have a desire to help and serve me. You have to ask these questions with the intent on listening to me and not talking over me. If you actively listen to me, you will show you care about what I have to say. If you care about me, I will buy from you. Be interested in me … you can be interesting later and if you take my advice, the next time we meet I will buy from you. That's why I come to see you, isn’t it?
Listening to your customer does not mean you are letting the customer control the sale. When you are talking, you are not gaining any customer information. When your customer is talking, they are giving you all the information you need to serve them and make the sale.
There was a problem reporting this post.
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
The more you use the platform, the more points you earn!
What will you earn next?
You're clearly committed to learning. Aim for 100 total points and win the Student badge!
You want to stand out from the crowd. Aim for 300 total points and win the Scholar badge!
Why not shoot for the stars? Be the most committed person on the team by reaching 500 total points to win the Genius badge!
Interact frequently with others on the platform to complete the challenge and earn your badge +10 points!