the secret sales weapon

Listening...

It is something that is so important to everything we do.

When it comes to sales, being able to listen effectively is the difference between closing a deal and not more times than not. Why? If you don't listen, you can't uncover concerns. You can't be a problem solver unless you've gained understanding and to gain understanding you have to listen.

The pandemic presented issues for all of us when we had to find ways to listen virtually in an effective way. However, the truth is, even as the world opens back up our new normal is still much more virtual and we all can benefit from listening refinement.

So I took to asking Aiden for some tips. Why? Well I think that young minds often have the purest and simplest ways of expressing things that as grown ups we lose sight of.

Here's what Aiden shared with me.

Me: "When you are listening to someone and you want the person to really know you are listening, what do you do?"

Aiden: "You face the person and only ask important questions."

What I find most interesting is the second part of Aiden's answer.

Only asking important questions is so telling.

If you are really listening intently, the questions you ask will be on point.

You won't be concerned with getting in what you are thinking.

You won't be concerned with pushing your own agenda.

You will actually be listening intently.

This shows the other person respect as well as builds trust, both of which are very important to any sales relationship.

Now take these tips and go close that deal!