Are you taught to pass information and sell in your sales training course? Listening without speaking actually runs counter to the instinct of most sales training courses. When we hear the problem, we will be educated and conditionally propose a solution.
In fact, for many people, this is almost a habit. But think about how you feel when you are interrupted before you finish thinking. Do you feel depressed? upset? Just like you were sold to? Listening to customers carefully is not easy, but the rewards are very good. This is a sales technique that anyone can use.
This is a powerful sales training technique that can bring you great returns – a pause. This means waiting, not the first chance.
Sales Training Tips – Benefits of Suspension
1. Your customers may stop to collect their thoughts or hold their breath.
2. They may be measuring your interest in their opinions to see if you are listening or just waiting to jump in. When you resist the urge to jump in, you are often pleasantly surprised to hear that there are more things, it is important
Most people are uncomfortable with silence, so they are eager to fill the gap. Instead of being in a hurry, why not give your customers a chance to fill the gap?
4. When you give your customers an opportunity to elaborate on their ideas, your customers will feel effective and important.
5. Suspend giving you time to think before answering a question or objection.
Sales Training Tips – How to Suspend
Minimize distractions. Focus on your customers, or on the pad where you take notes. If you look out the window and find traffic jams, your thoughts will jump to the next date and you will lose what the customer said.
It is curiosity to pause for the most natural reason. Really wanting to hear what the customer is saying will let you stop naturally while waiting for their detailed instructions.
So, the next time you ask a question, please pause and wait for the answer. Really listen to the answer. When the speaker stops for a while, pause again instead of rushing in.
You will all win because they have the opportunity to complete their ideas and feel effective. And you are more likely to get valuable information that you may not be able to get!
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