The two breath rule

Good listening skills are critical to success in any kind of sales. Here is a simple trick that can help you be a better listener. When you are speaking with someone, after they finishing talking wait two full breathes before you say something in response. There are several reasons for doing this. First, this ensures that they are truly finished and not just catching their breath or collecting their thoughts. This way you will not inadvertently "talk over" the other person. Pausing also allows time to formulate a good response. This allows you to actually listen to what they are saying instead of thinking about what you are going to say while they are talking. Pausing also lends credibility to your statements. A more deliberate conversational pace shows that your responses are well considered. Remember before opening your mouth--breath in--breath out--breath in breath out! Keep Smiling, Keep Selling! Thanks Jim Busch

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

Take Time to Listen

Sales people have a reputation for being great talkers. The truth is the best sales people are also great listeners. Listening allows them to understand their customer's needs and to uncover problems that can be solved with their products. Here's a tip that I use to make sure I don't miss anything the customer has to say.

When the customer stops speaking, I silently count to five before responding. This gives my brain time to process the customer's message so that I can give a considered response. It also lets me be sure that the customer has finished speaking. They may be just be taking a breathe or trying to think of a word. The five count lets them continue with their train of thought. By doing this you avoid talking over the customer. A collateral benefit of this technique is that you will sound more intelligent. Intelligent people tend to pause more often and speak more slowly.

The five count rule will make you a better conversationalist and a better sales person.

Keep smiling, keep selling

Thanks--Jim Busch