The most successful sales people  have developed listening skills–not just a passive listening, but active listening skills as well

 We’ll be examining the how-to of active listening in much more detail later in this site, but here are some starting points to give you a quick sense of what active listening means in sales.

Active listening is a topic in itself, but means, among other things, not just sitting there, but becoming actively and visibly involved with the speaker.

Depending on the situation, that might mean giving clear feedback that you are understanding correctly, nodding, taking notes on items that are particularly relevant — as all of these are signals to the speaker that this is what you’re really looking for.

Thus “active listening” may not be just listening: it could be saying encouraging words—like “I understand,” or “Interesting,” or “Mmm, I see,” or whatever helps to the speaker realized that he or she is on-course to what you need to know.

Active listening may also mean asking follow-up questions as needed.

Yet active listening also means knowing when to be silent, and when to let the speaker “roam free.”

——————————————————————–

The content in this and  other posts on this site has been adapted from my books, which you will find in the sidebar, along with how to order as both ebooks and pbooks. Hope you find them helpful.

_