How Listening Can Affect The Direction Of Sales
The key to the world of sales lies not on acquiring the right opportunities, but rather in seeing the opportunities you have in the right light. That said, a great way to go would be to gather up your sales team and rally them towards communicating better through active and analytical listening in sales, having them understand this is the most effective way of helping the company attain what it aims for financially. Adding to that, research shows that the companies higher up in the ladder are twice more probable to produce analytical listeners through offering training rather than their competitors lower in the ladder.
A training method that tackles listening in sales is entitled, “Listening Intelligence.” In Listening Intelligence, your sales teams learn how to practice listening analytically for the purpose of distinguishing clients’ listening styles. With that knowledge, sales professionals will then be able to recognize the suitable way of communicating to the client why they need what you are offering. In addition to that, 70% of buyers agree that sales agents who tailor offers to their needs gave them a desirable experience, further affirming the notion that identifying listening styles and listening in itself changes sales. Listening isn’t all there is to it, and that is why you must take hold of a listening assessment based on cognition called the ECHO Listening Profile as this bolsters your team’s grasp of effective communication, helping you reach higher goals.
Keep reading to learn more about the degree to which listening can affect sales.
The Four Distinguishing Styles Of Listening
Educating your teams with the four main listening styles can endow an advantage when it comes to encounters with prospective clients and crafting the best and smoothest interaction possible. It is a given that all of the humankind uses all four listening styles in differing degrees, yet some people pinpoint a style and make it their go-to.
The people who prefer this method of listening are concerned with how the information being listened to is received by the client. As they are very relational, they are deeply concerned with how great the product or service at hand will be of convenience to the people they are genuinely invested in.
On the other hand, reflective listeners use communication with regard to their own self-interest. These people aren’t rash decision-makers, they are careful and tend to weigh in every single aspect of the purchase, including budget and long-term use.
Listeners who fall under this type conceptualize the broader picture. They are recognizable by the manner at which they imagine how your product will benefit them farther down the road.
Listening And Analyzing As You Go
This type of listening requires no emotions, but mere facts and numbers. These people like weighing things objectively based on accurate data, detailed specifications, and practically anything they can get their hands on.
With the knowledge of these listening styles, your team will have the absolute edge over competitors in properly serving customers.