Listen Up

I have long maintained that the quality that distinguishes top sales people is their ability to listen. Here is an acronym to help you remember the key skills of tuning in to the needs of others:

L-I-S-T-E-N

• Look at the other person, if you are on the phone, listen for changes in their tone
• Involve the other person, ask go questions to draw out information and signal that you are listening
• Steady as you go, control your emotions, don't let your feelings block out what they are saying
• Translate your customer's words, paraphrase what they are saying in your own words. This ensures that you understand their true meaning and again demonstrate that you are paying attention
• Excursions aren't allowed, do not let your mind wander, stay focused on the person speaking
  
• Needs are key, the customer needs to be heard. Give them your attention and they will tell you how you can help them

Keep Smiling, Keep Selling!

Thanks Jim Busch