Is it really possible to make more money just by listening more?
In sales it is critical you listen more than speaking… and when you want to do more and help more people, and that happens through sales.
Now, a lot of salespeople who I speak with love to tell about their product, how great it is, how it’s really going to transform this person’s life and all that, which is all fine and good.
What if you’re telling the prospect the wrong things, or the things that they don’t even want to know.
The cool little features which you might love may have no interest with them at all.
The alternative
What if you were to ask that prospect what they actually want, what they value, what are they looking for? Where are they now, where do they want to be, and how can you fill that gap with your product or your service?
BINGO, now you’re speaking their language
That is when you become a perfect salesperson, because now you’re listening to what the need is and then explaining how your product or service can solve that need. That is pure and simple sales.
You’re solving a problem, but you cannot know what that problem is unless 1) you ask the questions and 2) you have to listen to the answers. Sometimes those answers aren’t necessarily what you want to hear.
In fact, I was just on a sales call earlier today where the person immediately said “Well, yeah. I hired somebody already and I was paying them $2,000 a month, and I just didn’t see any value in it.” Then I’m thinking oh my gosh, my program’s little bit more expensive than that and now I’m going to try to sell this person on investing with me versus somebody else, and he still got results from the other program.
I almost talked MYSELF out of the sale
But then I started listening and asking questions about what the real need was, and really it came around to certainty. He wanted to be certain that this would work. And when I took him through the process he became more certain with my offering over the other company.
Had I not listened to what he really wanted and what the fear was on investing in a new program, I would never have made the sale.
YES!! Listening will actually make you more money. When you’re talking to your prospects, whether it’s insurance or accounting or fitness, you want to make sure you understand exactly what their need is, and the only way to do that is to listen.
As the old saying goes, we have two ears, one mouth, use them proportionately. That means you need to be listening double what you are speaking.
All of this advice is part of my full program on Impact Selling… want to chat about how to double your sales? Schedule an Impact Call at no cost here: www.TomJackobs.Com/Impact
