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Jun 18, 2010 by Mark MaierIn our business we talk a lot of statistics, but shouldn't we really be in the business of listening and providing solutions? You can't provide a solution if you haven't really listened and observed what our clients are saying and projecting. Radio Sales Today provides seven tips to improve your listening skillset...
1. Ask questions. Then try to be quiet and let customers get their entire point across before you say anything.
2. Pay attention. Force yourself to tune out distractions and concentrate on the customer.
3. Listen for clues to uncover hidden needs.
4. Use more questions to bring hidden needs out into the open.
5. Don't counterattack if your prospect gets angry. Keep your cool and hear him or her out.
6. Look at your prospect. Pay attention to body language to pick up on buying signals.
7. Use feedback. Repeat what you've just heard to confirm accuracy and prevent misunderstandings.
Source: Adapted from The Five Paths to Persuasion, by Robert B. Miller and Stephen E. Heiman
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