Tips for objection handling during your next sales call You can use the active listening techniques to qualify the right prospects during a discovery call, identify their pain points, understand their current processes, and get a sense of what they are trying to achieve. In sales, it lets you understand your customer expectations better and handle objections more efficiently. Your ability to listen empathetically to your customers directly influences your ability to sell them an idea. That's because the deeper people go into their soapboxes, the better they reveal their inner motivations. For instance, when you let your customers speak freely without interruption, you peel off many layers of their psychology to better understand them. Why it becomes important in sales and customer successĮmpathic listening gives you more power than talking. It means you listen with the intent to understand your prospects, slow down and internalize what they mean, and ask clarifying questions. Listening with empathy doesn't mean you have to mute yourself until your customers run out of words. And if you are talking for more than 60% of the total time on the call, you are probably not listening enough.Īctive Listening: The Most Important Sales Skill You Need In Remote Sellingīut, it's easy to confuse empathic listening for keeping quiet even when you're supposed to talk. Looking at the data from our online meetings, we at Avoma have found that the recommended talk range is 40%–60%. The key is not to be consumed by a preconceived notion and, more importantly, without the temptation to respond or interrupt. These days, listening 'empathetically' is increasingly becoming an important skill set for all customer-facing teams.Įmpathic listening means to listen with your whole self -giving your undivided attention (both intellectually and emotionally) to your prospects, customers, and potential partners to enhance your relationship with them. 'Listen with empathy' sounds like one of those phrases that executive coaches repeat in personal development seminars-and rightly so. This post will look at what empathetic (also called 'empathic') listening is, why it is important, and how your sales and customer success teams can master it. It's a soft skill that benefits the sales team and other functions like customer success, product development, and marketing. When you listen with empathy you to build deep emotional connections with customers, which helps you have meaningful, in-depth conversations. What you need is the power to listen empathetically to your customers. Ironically, developing a gift of gab isn't exactly the kind of advice that salespeople need today. Simply put, there's just too much talk about how to talk. The more you look around you, the more you will notice how salespeople are always taught to channel their inner car salesman to push, persuade, and provoke their prospects into closing a deal. It's filled with bad advice for salespeople on how to speak to customers, how to nail your cold calls, how to refine your 30-second elevator pitch, and how to control a sales conversation.
0 Comments
Leave a Reply. |
Details
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |