Ten Biggest Mistakes Salespeople Make: Mistake #1

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Ten Biggest Mistakes Salespeople Make: Mistake #1

Encourager-In-Chief: December 21st, 2016

Not listening

At last, we have arrived at the number one biggest mistakes salespeople make. When you don’t listen to your prospect, he or she will feel unimportant and disrespected. AND, you are unlikely to solve his or her problems because you did not take the time to learn what they are.

Many people are familiar with the term "active listening". This is merely the practice of paraphrasing what your customer has told you and making sure that he or she knows that you heard what the prospect wanted. It lets him or her know that you were paying attention. When you do this, it creates peace of mind and reduces anxiety in the mind of your prospect. You will have a much greater likelihood of landing the prospect if he or she believes you were listening.

Some salespeople have a tendency not to write things down. I’ve heard the excuse, “I have trouble listening and writing at the same time, but I’ll remember it later”. Nothing annoys me more than a server in a restaurant who brags about how he can remember my order, fails to write it down, and then doesn’t bring me my meal the way I specifically asked.

If you’re in sales—and I assure you, you are in sales—you have to make listening a priority. If you’re not good at it, take steps to get better at it. Write things down. Repeat them back to your prospect or customer, then check off exactly what they asked you to do. When you deliver your products or services, confirm with your customers that they got exactly what they said they wanted.

The sales professional who masters the art of listening puts himself or herself in a category of one. It is the single greatest point of differentiation you can make between you and your competition...and your customers will love you for it.

Listening, not imitation, may be the sincerest form of flattery.
- Dr. Joyce Brothers

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery

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