Mentally, You Left The Room.

by blogadmin 3. May 2018 04:11

John Karle | Sales Edition | May 7, 2018

Did you hear what your prospect just said? They told you what it would take to do business with them. Did you hear? No? Where did you go during the sales call? Mentally, you left the room. You focused on yourself and not the client. What? I lost focus! Yes, you focused on your next question(s) and stopped listening to your prospect.

Want to hear more? Start listening. Simple. Everyone (prospect and clients) want to be heard!

There are 2 types of listening:  verbal and non-verbal. Non-Verbal listening is one of the tools you can employ. If you show by your body language that you are interested in the other person, your prospect will be open to answering your question. On the other hand, if you are truly not listening, your body language will give you away and you will not hear your prospect. 

In the Broadway stage play "Hamilton", Aaron Burr says to Alexander Hamilton, "While we're talking can I give you some free advice? Talk less!" Hamilton replies, "What?" Burr says, "Smile more!" In just a few words, Burr gives Hamilton some great advice - great sales advice!

Personal Challenge: Ask yourself honestly, "Am I listening or talking too much?" If talking, watch this short video and challenge yourself this week to listen. Maybe you'll hear someone asking you to do business with them!

 

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