Salesperson eloquence skills training

Chapter 5 The benefits of learning to listen are endless
"Eloquence Book"

Brian Tracy is the most prestigious potential development master in the United States. Not long after he became a salesman, he successfully got a lady to buy 11 savings insurance for her 11 sons.Surprisingly, this successful sales promotion was not helped by gorgeous language and special skills. All he did was keep silent.

The lady's husband had just passed away in a car accident. Faced with the lady's description, Brian Tracy just listened quietly, occasionally inserting a word or two of comfort.After that, he suggested that the lady purchase insurance for the children, because even if she does not have a fixed income in the future, the education and future of the children will not be unsustainable.

Analyze the success of this salesman, thanks to his art of listening.In the story, a lady’s husband just passed away, leaving her in a period of physical and mental exhaustion, depression and sadness. When she met a friendly and most sympathetic listener, she relieved her psychological pressure and relieved her depression. The closer the distance between the two parties, the more successful the sale will be.It can be seen that in sales, good eloquence does not have to be eloquent, and learning to listen can also win you success.A philosopher once said, "Nature endows us with a mouth and two ears, that is, let us listen more and speak less." Listening is the first step towards success. Being good at listening is the most basic thing for a salesman. elements of an effective sales technique.Why is listening so important in the sales process?

Listening is to give yourself time and space to think about the content of the customer's conversation, so as to grasp the customer's needs.

Listening can allow customers to relieve stress, eliminate depression, and get out of trouble.

Listening brings customers not only a kind of politeness, but also a kind of respect.

Listening will make you a popular person and win the appreciation of customers.

Listening can help you turn hostility into friendship and effectively resolve conflicts.

Listening allows you to truly understand the customer's thoughts, so as to take the initiative in communication.

If you want to be an excellent salesperson, how should you listen effectively in the process of communicating with customers?
(1) Listen attentively and sincerely to the customer's conversation, and respond to the customer in a timely manner
Listening must be to listen attentively, supplemented with appropriate expressions, actions or short response sentences, so as to arouse the customer's interest in continuing the conversation.If the customer does not get a response from the salesperson during the process of talking, he will think that the conversation is meaningless; if he can get a response, it can show that his conversation is being paid attention to, so he is interested in continuing to communicate and communicate with you, the salesperson Therefore, more customer demand information can be obtained.

(2) Do not easily interrupt the customer's conversation, let alone add to the topic or correct him to listen
It is to give customers time to talk, which can make customers feel respected, which in turn will trust and respect the salesperson more.The attitude of listening carefully will leave a good impression on the customer, so before the conversation is finished, don't interrupt the customer's conversation or interrupt or answer the conversation at will; in addition, don't start a new topic regardless of the customer's preference.

(3) Choose the right time to ask questions skillfully and verify the information you need. Listening carefully to the customer's conversation also requires you to ask questions at the right time. Asking questions can show that you are thinking carefully about the content of the customer's conversation, so that he can be valued feel, and can guide customers to speak their own ideas and relevant information.At the same time, asking questions can also allow the salesperson to accurately verify some information provided by the customer and record it in a timely manner.

(4) Pay attention to etiquette when listening
Good listening etiquette can not only show self-restraint, but also express respect for customers.For example: leaning forward slightly, with a natural expression; during the listening process, keep in contact with the customer's eyes and not look around; nod, smile, etc. when expressing approval, all of which require the salesperson to learn and accumulate continuously in practice.

Listening is an important means for salesmen to communicate well with customers. It is a skill that salesmen must learn to let customers talk more and listen more.In order to get more benefits, please learn to listen!
Eloquence
In communication, let customers talk more and listen more.

Be sure to listen sincerely, be fully present, and respond in a timely manner.

Tactful questions and appropriate responses can stimulate the interest of customers to talk.

In addition to listening with your ears, you also need to observe with your eyes, understand with body language, and record with a pen.

(End of this chapter)