“The key to unlocking your sales success is not the word you speak, it’s the ear that you lend. By listening more, talking less, you position yourself to be a trusted advisor who truly understands and is addressing your buyer’s needs.” – Meshell Baker in today’s Tip 1766
Do you listen more and talk less?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, we’re going to talk about silence as a superpower of sales. I’m going to share with you three powerful tips and a easy implementable technique that can transform your sales approach and dramatically improve your results. The tip is simple yet profound. Listen more, talk less. Now, let’s dive into what that means and how to apply it.
Now, I know we all know that persuasion and the perfect pitch are often talked about is how top performers and sellers have success. We hear the stories of the people who can sell to the to the old ladies, but wearing white gloves barbecue. We hear that about their persuasive abilities and their perfect pitch. It is also essential understanding your buyer’s needs. That can only achieve by listening. It’s not about what you sell, it’s about what they need.
The first takeaway is you building trust through listening. It is important that they feel heard, not that you speak a lot. It’s more important that the buyer feel heard. When you listen more and talk less, you are showing a genuine interest, a caring authenticity in your buyer’s problems and challenges. This builds trust, and trust is the foundation of every successful relationship.
Tip number two. It identifies real needs. By listening carefully, you can identify the true needs, the difficulties, the challenges, the aspirations, the goals, and the vision of your customer’s desired outcomes. When you’re listening, it allows you to tailor your responses and your solution to their specific needs, increasing the likelihood of a successful outcome.
And tip number three, it enhances your overall ability to communicate. Active listeners have incredible communication skills. You will be able to ask better questions, you’ll be able to provide more relevant responses. And answers and solutions, and it makes what you’re saying to the person listening more meaningful and creates a more productive conversation overall and experience for that buyer.
Remember, people remember not what you said or did. They remember how you made them feel. Someone who is skilled at listening always leaves that buyer, prospect, or client feeling like it was a great conversation, and who doesn’t want to buy from someone they remember no like and trust.
Sharing with you, Gong.io did some research, and they discovered that top-performing salespeople talked only 43% of the time doing their sales calls. The rest of the time was spent listening. This, again, highlights the importance of listening in achieving sales success.
Now, your immediately, easily implementable technique today is to practice active listening. I’m going to say this for your sales calls, and I promise you, if you just practice active listening in all your conversations, you become a master of it in your sales calls. Focus on listening for at least 60% of the time. This means taking notes and asking open-endic questions. Avoid interrupting. This is a big no-no.
When you’re an active listener, it feels challenging to not respond when you have something great to say. It’s powerful to avoid interrupting and sharing the “me too” stories. It is all about them listening to them and being active in elevating them and the opportunity for them. Remember, it’s about the buyer, not about your sales.
So the key to unlocking your sales success is not the word you speak, it’s the ear that you lend. By listening more, talking less, you position yourself to be a trusted advisor who truly understands and is addressing your buyer’s needs. Remember, listen more, talk less. This is how you become unstoppable and unforgettable as a seller. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1766. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!