How to say it: ‘Asking’ and ‘Listening’ come before ‘Telling’ in dictionary

As we all know consumers are in a seemingly-permanent saving mode, unwilling to spend without good reason. But it’s not only the consumer spending. If you sell business-to-business, it’s likely that you have to work extra-hard for every sale. Given this environment, even the best sales-people are experiencing ‘selling disasters’.
A common mistake sales-people make is that they forget that they have ears as well as mouth. ‘Asking’ and ‘listening’ are extremely important in selling. Many sales-people talk-talk-talk and then, lose the sale.
It’s all about the questions you ask and how you ask them. Be interested. Also be smart. People dislike being sold something. However, they love to buy.
If you find out what your customers’ interests and needs are, you’ll be in a position to sell your products to them.
It’s very easy to miss the point with a customer, despite the fact that you may be enthusiastic about your products and talk about them in ‘glowing terms’. Perhaps they may interest in just one of the  products you are selling , not all of them. You can find it out by stop talking!
A good rule is to start with a great opening sentence followed by asking them ‘does that sound interesting to you?’ Give them the chance to identify their interests. After that, you need to understand the benefits of your product. Which one of these benefits is most important to your customer’s needs? Can you demonstrate an immediate benefit? Do it!  Show it!  It really works!
Finally, don’t forget to take notes. Why sales-people never take notes when they are speaking to customers face-to-face or over the phone?
 
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