Shut up and listen to your prospect because it will make you more money.
As a salesperson, you should shut up and listen to your prospect because it will make you more money.
This is fundamentally wrong in every sense of the word.
First of all...
If thats your thought process, the question's you'll be asking will reflect a self-serving motive.
Second of all...
Not practicing an altruistic form of active listening will lead to objections when trying to close. It will also lead to the very popular ghosting effect 😉
Third of all...
You should shut up and listen to your prospect because that's what they need.
Because It's the right thing do to.
Which is what the heart of a true salesperson craves.
To serve those who come across our path.
Active listening also focuses on the micro.
The macro is usually what’s in play most when your prospect describes their problem.
“We have X issue and we need it fixed.”
Uncovering all the smaller details around the subject is imperative to serving and solving the prospects needs.
Broken down in layman’s terms:
What you need VS what they need.
This very small change in mindset is not a technique either, it’s a way of life.
It’s finding fulfillment in leaving it all on the battlefield in the name of something greater than yourself.