Active Listening in Sales

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Many psychological methods and techniques have found their application in sales. And this is not surprising. After all, every salesperson should be a psychologist to some extent, who understands the client well, catches his mood, recognizes desires and can incline him to make a decision. One of such techniques can be called active listening. In the modern world, its use is justified by many factors that help to successfully conduct commercial activities. Therefore, active listening techniques are in demand and deserve attention.

What is active listening?
Active listening is a technique that helps to capture bahrain email list and feel the state and thoughts of the interlocutor during the dialogue (empathy). The main message is not only to listen, but also to hear your opponent. To do this, it is important to accept the interlocutor (in this case, the buyer) as he is. At the same time, self-control is extremely important. You should not show excessive emotionality and express your subjective opinion about anything. At the same time, it is necessary to establish eye contact with the interlocutor, that is, look directly at him, and not to the sides, at the floor or the ceiling. Of course, you should not stare at anyone. It is enough to simply look with genuine interest.

What is active listening?

In addition, the active listening technique involves the use of clarifying questions that will help you better understand the client and at the same time demonstrate your interest. In this way, you will be able not only to grasp the thoughts and desires of the buyer, but also to establish trusting long-term relationships that will become a reliable basis for future cooperation.

Active listening techniques
Active listening has quite a few effective techniques that have proven themselves to be effective in communicating with clients. Here are the most popular ones:

Open questions. Any questions help to get comprehensive information first-hand. At the same time, it is open questions that allow you to get a detailed and maximally informative answer.
Paraphrasing. Repeating the main idea stated by the buyer will demonstrate increased attention to the interlocutor and at the same time give the opportunity to once again verify what was heard. This is especially important when the conversation takes place with a person who speaks indistinctly, confusedly.
Pause. After the interlocutor has spoken, do not immediately continue the conversation. It is necessary to give the client time to analyze what was said, perhaps add something.
Echo. This active listening technique involves repeating individual words and phrases that the interlocutor uses most often. In this way, the buyer hears the words that he is used to, and therefore the conversation becomes more inviting. This technique also helps to direct it in the right direction.
Summarizing. This is a summary of the results of a conversation or a separate part of it, which allows you to competently complete a dialogue or fill a prolonged pause.
Don't forget about non-verbal ways of implementing active listening techniques. These are facial expressions, gestures, movements. They can be used to determine the client's mood, how interesting the conversation is for him. It is also extremely important for the seller to control himself. Excessive gesticulation, like a stone face, can easily push away even the target buyer.

Active listening techniques

No matter how interesting and exciting the conversation is, it is important to remember the main goal it should lead to, which is a sale. Thus, active listening will be the key to interaction with the client, which will open up further prospects.