Fundamentals Of Prospecting: How To Find The Right Leads
“Listening is not equal to understanding.”
Most salespeople listen with the intention of replying and then wonder why they receive objections.
Sometimes in our eagerness to respond to others, we fail to really hear and understand them. Oftentimes we make the mistakes of wanting to hear what we want to hear. Meaning we are only waiting for client to say certain words, or trigger points so that we could “jump-in” and tell them our products benefits or solutions. And if we do that, we are really missing the real opportunity!
It is a miss opportunity because when client talks to us, they are communicating to us their thoughts, their ideas, values and inevitably their emotions.So if you really want to know someone or solve certain issues, you got to learn to listen to understand. Perhaps then you will begin to get to the bottom of things and know how and what to do to improve your situation.
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