If you are not good at listening, you might put customers off and offer them something else. These poor listeners are often afraid to act different and go for " elders" or " inch selling power." To be more successful, you simply must listen to the question that is being asked. You need to be positive and sincere when you are listening and you must then be able to guide the customer to want to hear what is being asked.
Some businesses do a lot of selling based on the age of the customer. Then others give little attention to the age group. Yet your product might have a major advantage over others. This is why you need to know what the customer is looking for, what his or her needs are, what they are interested in, what they want to hear, and if you want them to leave or stay, what they want you to say. Ask customers about their concerns. This is very vital among businesses like real estate, home rentals, hospitality and the likes.
When you offer a discount, observe how the customer makes a buying decision. Think about how they tell you when to buy or when to walk away. How often do they "look you in the eye" and how important are their eyes, hands and head? You want them to say, "it sounds good," and they do! When you ask what makes them interested or open to buying, you need to listen carefully. Close your eyes to try it out and pay attention to the verbal and non-verbal cues they use. If you are too busy listening to your own sweet buttons, the customer may not be. Do your customers leave unhappy because they did not feel appreciated and valued as a sales professional? Do your customers feel you went for a lower price or maybe their really wanted to give you business because you were more effective at listening? Do your customers simply shut down or tell you they will take their business elsewhere? Do you lower your prices for your products or services? You need to have tools to help you understand your customers' needs, and your products and services must do the same. You must also be able to explain these products and services in terms that your customer needs!
Now, do you know what your existing customers need and want, and do you listen to them in order to be able to provide a better service?
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