With better sales rep listening skills you can be assured of better sales conversions. This, in turn, is going to assist you to get more deals. Internalizing tips is not enough to improve your listening skills. The not so easy part is putting the skills into practice. This is where the sales coach proves to be really useful. It is up to the sales managers to train their sales representative in the way that is best to listen to their prospects. It is one of the fastest ways of improving the performance of their sales. Discussed below are a number of powerful tips that you can teach your sales reps.
First and foremost slow the conversation down. Sales reps tend to be talkative individuals with a lot of opinions and ideas. This is a characteristic that can make them talk really fast. Chances are your relationship with the prospects you have can be damaged just by talking fast. They are going to either lose interest or even get stressed out. Instead take the initiative of articulating the thought you at the speed level that is digestible. To help and guide your prospects in sharing what they have is ask them some questions and stop whenever clarification is needed.
The second thing is avoiding interruptions. 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. You are going to notice that if you speak at the time that your prospect is done talking they are going to often have something that they can add on.
Clarifying and paraphrasing is important. A great part of listening closely to a person is allowing them to know that you are listening closely. The speaker is going to know that you are listening and will really appreciate it. To add to that they are going to find you more likable. Attempt to paraphrase their thoughts in the word that portray the care you have on what they are saying. To add to that make sure that you really understand them.
Lastly, you should pay attention to emotions. Words are not always the true representation of what other people are saying. A conversation is not always easily interpreted over the phone. This is because you lose the capability to read the body language of a person. Nevertheless, it can happen. You can start by feeling out the tone of their voice as well as stress levels.