Good Salespeople are Good Listeners “Tell’n Ain’t Sell’n”

  The ability to listen well is almost becoming a lost art. Very few people are good listeners. A good listener listens slowly to what’s being said. A good listener doesn’t jump ahead of the one speaking, and a good listener doesn’t simply listen so that he or she can reply. A good listener focuses on what’s being said as well as what isn’t being said. A good listener makes for a good conversationalist, and a good listener also makes a good salesperson. Those who listen well are able to establish rapport and connect with potential buyers much better than those who talk and talk and talk. As my friend, Randy Stilwell likes to quote, “Telling ain’t selling.” Watch this Golden Nugget to learn how to ask the right questions for Better Listening and Better Understanding! Action Step: Share this Golden Nugget with a Friend you trust, and ask them to help you become a better listener 🙂  
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Full Transcript: Hi, this is Don Howe, and the topic for this Golden Nugget is “Listening”, and I’m going to talk about listening in general and I’m also going to tie it in to selling. The ability to listen well is almost becoming a lost art. Very few people are good listeners. A good listener listens slowly to what’s being said. A good listener doesn’t jump ahead of the one speaking, and a good listener doesn’t simply listen so that he or she can reply. A good listener focuses on what’s being said as well as what isn’t being said. A good listener makes for a good conversationalist, and a good listener also makes a good salesperson. Those who listen well are able to establish rapport and connect with potential buyers much better than those who talk and talk and talk. As my friend, Randy Stilwell likes to quote, “Telling ain’t selling.” Regardless of what you’re selling, you can find out what the buyer wants and needs by asking good questions and then listening to the answers. You should always prepare your basic questions in advance, and you should ask open-ended or indirect questions. In other words, don’t ask closed questions which are questions that can be answered with a yes or a no. Closed questions discourage people from talking while open-ended questions encourage them to talk. Also, it’s always better to ask people how they feel rather than what they think. People open up more when they’re asked how they feel, because whatever they answer is correct. After all, they’re experts when it comes to how they feel. On the other hand, when you ask someone what they think, well, they’ve told people what they think, and they’ve been told why what they think was wrong. So remember, unless you’re really trying to get a person’s opinion on something, try to ask people how they feel rather than what they think. With this in mind, what are some of the questions that you try to ask when you’re in a conversation? Do people feel safe? Do they open up and tell you things? If you’re given enough time, will the questions you ask lead people to the conclusion that you are a winner? Thank you for listening to this Golden Nugget by Don Howe. To learn more about Don’s free sales success system or to have a free success audio like this one sent to you each week day, please visit DonHoweSuccess.com. That’s D O N H O W E S U C C E S S .com
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