In order to make an effective presentation the sales person listens closely to the remarks of the prospect.
Many authoritative sources stress the importance of good listening. The Bible says be “quick to listen…..” A Korean proverb advises “Don’t speak too soon. Wait and see.” While listening carefully, sales persons can continue mentally to mold the presentation to meet the needs and wants of the prospect.
An article by a successful salesman in the May, 1965 issue of Nation’s Business stresses the importance of listening and encouraging the customers to talk.. He writes “The less I say, the more customers say. In many instances my customers will talk themselves into a purchase. Let them talk, and they’ll often knock down their own objections to something they don’t like in the merchandise.”
I quoted this to a sales meeting in Houston a few years ago, and several heads nodded in agreement.
How to listen? 1. Concentrate on what is said. 2. Don’t interrupt. 3. Check your comprehension with the speaker.
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
