by Chris Bennett
The more you listen to your customer the more sales you'll make. This is a simple but effective rule that we sometimes ignore because we're too focused on the sound of our own voices.
Listening is a skill that's essential in business, and here are four tips on how to listen effectively.
Pay Attention
Focus on what your customer is saying to you. When you're talking to him, face him and acknowledge what he's saying with either a nod or a short response, such as 'yes, okay.' Avoid fidgeting or multi-tasking while you're listening .
Talk Less
The less you talk the more you'll listen. Allow your customer to tell you what he wants without unnecessary interruptions. The more information you gain, the better chance you have of making a sale.
Reflect Back
Now reflect back to the customer what you've just heard so he knows you were listening. For example, 'so you're after a widget that does xyz and comes in blue?' Reflecting back in this way will also let you know very quickly whether you've correctly understood what has been said.
Questions
Ask questions so you can give the customer what he wants and what he needs. Do this by carefully listening to your customer's answers. Make sure you don't ask too many questions too soon though, or he'll feel like he's under interrogation.
So 'listen up you people' and make that sale.
