How Exactly Does Listening Weigh In On Sales?
When it comes to sales, it’s not about having the best opportunities offered to you but about how you handle those opportunities in the best way possible. This is the exact reason why it is very important to impart active listening to your sales team, as this can truly improve many aspects of their abilities thus leading to your company’s overall efficiency. Adding to that, research shows that the companies higher up in the ladder are twice more probable to produce analytical listeners through offering training rather than their competitors lower in the ladder.
To illustrate, there is specific training as such in sales named “Listening Intelligence.” This particular training helps your sales teams pinpoint the unique listening style of a single client. Knowing how the client listens and analyzes information will enable sales professionals to utilize the best way of conveying to the client the value of their offer. Listening analytically proves to be very advantageous as testified by 70% of buyers who say that they appreciated sales agents who gave an ear to their needs. Listening isn’t all there is to it, and that is why you must take hold of a listening assessment based on cognition called the ECHO Listening Profile as this bolsters your team’s grasp of effective communication, helping you reach higher goals.
Keep reading to learn more about the degree to which listening can affect sales.
All You Need To Know About The Four Known Listening Styles
Educating your teams with the four main listening styles can endow an advantage when it comes to encounters with prospective clients and crafting the best and smoothest interaction possible. Although everyone make us of all of the learning styles in certain extents, most opt for a style of their preference that they could always rely on.
The people who prefer this method of listening are concerned with how the information being listened to is received by the client. These highly-relational people don’t just care about selling the product, but how much the product will be able to serve that person particularly.
Listening For The Purpose of Reflecting
Very different from the last one, these reflective listeners care about themselves more than others in the communication equation. These people aren’t rash decision-makers, they are careful and tend to weigh in every single aspect of the purchase, including budget and long-term use.
Listening Towards Conceptualizing
Listeners who fall under this type conceptualize the broader picture. These people weigh all the far-reaching and lasting qualities your product has to offer.
Last but not least, we have the people who ask very specific questions and want to get down to the numbers. The decisions they come to are based on precise data and availability of resources.
Now that you’ve learned the mainframe of listening, you will have the upper hand ineffective customer communication.