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Role of listening in selling or negotiation..pptx
- 2. According to the International Listening Association – “Listening is the process of receiving, constructing meaning from, and responding to spoken and nonverbal messages.”
- 3. o Listening can be learned. o Listening is an active process, involving mind and body, with verbal and nonverbal processes working together. o Listening allows us to be receptive to the needs, concerns, and information of others, as well as the environment around us.
- 14. Time Management
- 15. Closing the Sale
- 16. Listening is foundational to sales and Negotiation, making it easier to understand customer needs, build trust, and identify key issues. By empathizing with customers and adapting sales strategies accordingly, salespeople can better manage resistance and meet expectations. By developing intentional solutions and recognizing nonverbal cues, it is possible to resolve conflict and build long-lasting relationships.
Editor's Notes
- To fully comprehend a client's requirements, wishes, trouble areas and objectives is paramount. Through engaged listening, salespeople are able to accumulate useful insights about what the client genuinely desires and personalize their strategy appropriately.
- Attentively listening demonstrates to the client that their perspectives are appreciated and regarded. This aids in constructing belief and rapport, vital groundworks for successful selling and discussion. Prospects are more willing to disclose and engage with a salesperson they have confidence in.
- Empathetic listening allows salespeople to put themselves in the customer’s shoes and understand their perspective. This empathetic approach helps to build a stronger relationship with the customer and creates a sense of partnership rather than a transactional relationship.
- Customers often voice objections during the sales process. By actively listening to these objections, salespeople can understand and effectively address underlying concerns. This helps overcome objections and moves the conversation forward to a successful conclusion.
- Active listening asks clarifying questions to ensure that the client’s needs and requirements are fully understood. This helps prevent misunderstandings and ensures that both parties are on the same page throughout the negotiation process.
- Listening fosters long-term relationships by showing genuine interest in the client’s needs and concerns. By constantly listening to and responding to changing customer needs, salespeople can build long-term trust and loyalty, leading to repeat business and referrals.
- Effective listening is paying attention to customers' verbal and nonverbal cues, such as body language, tone of voice, and facial expressions These cues provide insight valuable in terms of customer sentiment and opinion, which can inform sales strategy and help build relationships.
- Listening in conversational situations where conflict can arise helps salespeople reduce tension and achieve common ground by understanding the causes of disagreement and addressing them constructively.
- Active listening promotes a collaborative environment where both parties feel heard and valued. This encourages open communication and constructive problem solving, leading to more productive discussions and useful outcomes.
- Active listening helps salespeople manage their time in sales meetings and negotiations by focusing on the most important points the customer makes and prioritizing the conversation according to it is appropriate for him. This ensures time management and key issues are addressed in a timely manner.
- Ultimately, listening is instrumental in closing the sale by building rapport, addressing objections, and presenting compelling solutions that align with the client's needs and priorities. By actively listening throughout the sales process, sales professionals can create a positive and productive environment that facilitates successful negotiations and ultimately leads to closed deals.