When you have good sales rep’s listening skills you are going to have better sales conversions. This, in turn, can help you get more deals. Just internalizing tips to make you listening skills better is not sufficient. The not so easy part is putting the skills into practice. This is where the sales coach proves to be really useful. Sales managers should take the responsibility of coaching their sales rep in relation to the art of listening to their prospects. It is among the quickest ways that you can use to improve the sales performance. Here are some of the tips that can use use in teaching sales rep.
To begin with, slowing the conversation down can be of great help. Sales reps tend to be talkative individuals with a lot of opinions and ideas. This is a characteristic that can at times devolve into conversing a thousand miles per hour. Chances are your relationship with the prospects you have can be damaged just by talking fast. You may cause them to be uninterested or even stress out. Rather than articulating the thoughts you have at a speed that is digestible. You should pause when they need some clarification, ask question to assist and guide them shape what they share.
Secondly never make the mistake of interrupting. Besides being rude, interrupting means you are going to miss out on something interesting that would be said by your prospect if given the chance. They may have had other things that they can share that might help in shaping your conversation, however, they could not since you interjected them. You are supposed to let go the fear of being silent. Giving them a chance to your prospects to say all they have you will notice that they will add something that is of value.
You should make a point of clarifying and paraphrasing. Being a good listener is a motivation to the speaker knowing that your attention is on what they are trying to convey. The speaker will realize that you are paying attention and will really appreciate it. Additionally, they will take you as a likable person. Make an attempt of paraphrasing their thoughts in your very own words so as to show that you care about what they are saying. To add to that make sure that you really understand them.
Lastly, you should pay attention to emotions. Words do not always portray what a person is saying. A conversation is not always easily interpreted over the phone. Owing to the fact that you are not able to tell a person’s body language. However it is possible. You can start by feeling out the tone of their voice as well as stress levels.