By Constance Knieper
Recently a conversation took place with a seller who spent the entire time explaining the details of a particular process. When a question was asked the same process was explained all over again albeit with different terms. How would you respond? Who do you think carried the conversation? Use your conclusions and observations to become more successful in selling your products and services.
In order to learn anything from this or any other experience you must look at it objectively from both points of view. As the buyer, the seller implies more interest in himself and the business than meeting the needs of the client. He also appears to have poor listening skills, a lack of knowledge, or he is just plain not interested.
Change modes from buyer to seller and look at it again. What could have been done differently to improve the experience? There is one thing that definitely would have made a more positive impact on the buyer; empathy.
The only way to empathize with another person is to listen and ask questions. Whether or not you agree doesn't matter. What matters is learning and understanding the client needs and wants in order to meet their expectations.
After you learn and understand the client's expectations, tell them how you can help them. Keep it simple; offer the solutions you can provide to solve their problems. Listen long and talk short. Don't waste their time or yours with information they don't need and are not interested in learning.
In the event you don't understand the question or lack the knowledge to answer, find someone who can. There is no shame in not knowing the answer. People are much more appreciative if you admit it and help them get the answers they seek.
Poor listening skills are intensified when there is no interest in the client. If you plan to be successful in sales you absolutely must find a way to overcome disinterest. Consider a career change if you cannot overcome it.
With regard to the original experience; much of the conclusions made could have been completely changed had the seller listened more and talked less? Telling is not selling; but selling is most definitely telling.
Successful strategies to achieve goals. A customer focused approach to increasing growth and profits. Supplying standardized systems that unite your goals with client goals capitalizing on customer service.
To learn more visit: http://www.goalachievements.com/
Article Source: http://EzineArticles.com/?expert=Constance_Knieper http://EzineArticles.com/?Telling-is-Not-Selling---Selling-is-Definitely-Telling&id=893336
Recently a conversation took place with a seller who spent the entire time explaining the details of a particular process. When a question was asked the same process was explained all over again albeit with different terms. How would you respond? Who do you think carried the conversation? Use your conclusions and observations to become more successful in selling your products and services.
In order to learn anything from this or any other experience you must look at it objectively from both points of view. As the buyer, the seller implies more interest in himself and the business than meeting the needs of the client. He also appears to have poor listening skills, a lack of knowledge, or he is just plain not interested.
Change modes from buyer to seller and look at it again. What could have been done differently to improve the experience? There is one thing that definitely would have made a more positive impact on the buyer; empathy.
The only way to empathize with another person is to listen and ask questions. Whether or not you agree doesn't matter. What matters is learning and understanding the client needs and wants in order to meet their expectations.
After you learn and understand the client's expectations, tell them how you can help them. Keep it simple; offer the solutions you can provide to solve their problems. Listen long and talk short. Don't waste their time or yours with information they don't need and are not interested in learning.
In the event you don't understand the question or lack the knowledge to answer, find someone who can. There is no shame in not knowing the answer. People are much more appreciative if you admit it and help them get the answers they seek.
Poor listening skills are intensified when there is no interest in the client. If you plan to be successful in sales you absolutely must find a way to overcome disinterest. Consider a career change if you cannot overcome it.
With regard to the original experience; much of the conclusions made could have been completely changed had the seller listened more and talked less? Telling is not selling; but selling is most definitely telling.
Successful strategies to achieve goals. A customer focused approach to increasing growth and profits. Supplying standardized systems that unite your goals with client goals capitalizing on customer service.
To learn more visit: http://www.goalachievements.com/
Article Source: http://EzineArticles.com/?expert=Constance_Knieper http://EzineArticles.com/?Telling-is-Not-Selling---Selling-is-Definitely-Telling&id=893336
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