Channel Sales: Open Your Ears, Close Your Sales
Have you ever met a sales person that wouldn’t shut up? They don’t need to know about you, you just need to shut up and LISTEN TO THOSE DEALS! We all know this person; and we all collectively dislike them. If this describes you and how you approach your sales tactics, perhaps you should pipe down for a minute and listen to what someone else is saying.
Throughout the sales cycle, your customers will drop clues about what they need, how they’re feeling, and where they are in their decision making process (if you let them talk). A lot of sales people miss out on opportunities here because they’re so busy tossing out features and descriptions and services and ROI benefactors, and they miss the customers telling them exactly what it is they need.
The benefit to this active listening experience is three fold:
1. Your customer will tell you what they need, and you can sell them exactly what it is you have that suits and addresses that need.
2. If their needs don’t match your products or services, then listening to them tell you this will save you a lot of time that would have been wasted explaining your company history and why they should trust you.
3. Listening makes people trust you. Trust often translates into sales.
If you’d like some tips on how to be an active listener, check out this website – Mindtools
Hopefully this information helps. Tune in to what your prospects are saying and really hear them and your lead/close ratio should increase dramatically. If you’re already an active listener, keep on keeping on, because you probably are an amazing sales person. Call us at 1-800-844-5000 or fill out a contact form if you’d like to learn more about how to increase your company’s sales revenue. We’ll listen to all your needs (we promise) and help create a sales incentive program that meets all of your needs and drives your own ROI.
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