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Why does listening work? What can you do to be a better listener? How can you improve your listening skills? In this sales influence podcast I discuss 5 things you can do to be a more effective listener and 3 things to avoid when having a sales conversation with a potential client.
Music "Dream Killer" by http://wwwLumeraMusic.com/tracks
I've just started listening to your podcasts, Victor, and am up to about a dozen or so I've heard. The highest compliment I can pay you is to say that I've learned one or (usually) more things from each of them, and have given an enthusiastic like to them all. Thanks, and keep up the great work!
1. Listen to understand. Don't listen to respond.
2. Ask clarification and confirmation questions.
3.Pause and reflect before answering
4. Body language
5. Ask Open-Ended Empathetic questions
1. Don't say "Yeah, I know that!"
2. Don't step up in a conversation even when they don't finish
3. Don't say "Yeah, But" Instead say: "Yeah, And"
My job is to sell mobile phones only by doing cold calls, no meetings no follow ups, just presenting and trying to close the sales. I took so many good points from your courses along the way but I the problem I am facing is that I get many rejections through out the calls that by the afternoon I am already demotivated and sound monotonous. I would like to find a magical way to help me continue the day as energetic as I started it! It is an outgoing calls centre and it is automatic list that passes through the agents!
Just wanted to thank you Victor for all the help you had given me along the way, for sure I am not ignoring that, just wanted to specify that is cold calling is what I do all day and people shut you down right away because of the increasing numbers of telemarketers they get everyday!
Great question. It's called "narrowcasting" (via phone) as opposed to "broadcasting" (in person). Here are some tips: Listen for speed (velocity) to get their rhythm, listen for pauses, when you ask a question listen for tone (confidence), pay close attention to the words/phrases they use and so on. You can tell a lot about a person by how they respond to tough or sensitive questions. Hope that helps! VA
I am a huge follower of your videos and books - and a huge fan!
Right now i am reading the ned edition of "Sales Bible".. LOVE IT!
Would love to meet a person like you some days to talk sales
1) Never say, "I knew that!" or "I already knew that!"
2) Never step on someone's conversation (i.e., start talking before they finish speaking)
3) Never say "Yes, but..." Saying this negates what the person just said.
Hope that helps :-) VA
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