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How can you use active listening to create a follow-up strategy that resonates with your client?

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Active listening is a key skill for social selling, as it helps you understand your client's needs, challenges, and goals. But active listening is not only useful during the initial conversation, it can also help you create a follow-up strategy that resonates with your client and builds trust. In this article, you will learn how to use active listening to create a follow-up strategy that aligns with your client's expectations, provides value, and moves the sales process forward.

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Baschi Sale

DACH地区第一名LinkedIn?与社交销售专家 ?? 我为你的团队和公司数字化 ?? 通过工作坊 ?? 辅导 ?? 为你定制 ?? 顶级声音制作者 ?? 新推出：LinkedIn包月服务 ?? socialgroup.ch
Laura Lucchese

Helping teams see & build the future @ Lucid

1 What is active listening and why is it important for social selling?

Active listening is the process of paying attention to what your client is saying, as well as their tone, emotions, and body language. It also involves asking open-ended questions, paraphrasing, summarizing, and providing feedback to show that you are engaged and interested. Active listening is important for social selling because it helps you establish rapport, uncover needs, identify pain points, and demonstrate empathy. It also shows that you respect your client and value their input, which can increase their trust and loyalty.

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Baschi Sale

DACH地区第一名LinkedIn?与社交销售专家 ?? 我为你的团队和公司数字化 ?? 通过工作坊 ?? 辅导 ?? 为你定制 ?? 顶级声音制作者 ?? 新推出：LinkedIn包月服务 ?? socialgroup.ch
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Neu sollte das heissen Data basiertes zu h?ren, denn es gibt nicht mehr nur eine Quelle auch wenn LinkedIn viel dafür macht. Die Zukunft von Social Selling ist datenbasiert und ohne Social listening wird das unm?glich werden mehr verkaufen zu k?nnen.

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Laura Lucchese

Helping teams see & build the future @ Lucid
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Active listening is a key element of communication and is important in both the online and face-to-face world. Instead of acting like a "wifi extender" (as my colleague Mariana once said) and creating one-way streets of communication, it is crucial to be present FIRST, listen to what is being said by others and really take it into account. If so, this can be a huge ADVANTAGE and success factor for strong and meaningful relationships.

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2 How to use active listening during the follow-up

Active listening during the follow-up is not only a courtesy, but also a strategic move that allows you to reinforce key points, address objections or concerns, and offer relevant solutions. To use active listening effectively, review your notes and recall the main topics, questions, and emotions that your client expressed. Then, craft a personalized message that acknowledges what your client said and how they felt, showing how your solution can help them achieve their desired outcome. Use a friendly and professional tone, avoiding generic or pushy phrases that could sound insincere or salesy. Additionally, include a clear call to action that invites your client to take the next step. Lastly, follow up in a timely manner and respect your client's preferred communication channel and frequency.

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Baschi Sale

DACH地区第一名LinkedIn?与社交销售专家 ?? 我为你的团队和公司数字化 ?? 通过工作坊 ?? 辅导 ?? 为你定制 ?? 顶级声音制作者 ?? 新推出：LinkedIn包月服务 ?? socialgroup.ch
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Auch Social Listening hat sich ver?ndert. Wer heute nur noch passiv/spontan das angeht wird langfristig zu wenig Informationen haben. Databasiertes Social Listening ist die Zukunft. Nicht nur eine Quelle, sondern alle verfügbaren werden dir insights bieten.

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3 How to use active listening to provide value during the follow-up

Providing value during the follow-up is essential to keep your client interested and engaged. To do this, you should take the time to identify what kind of value your client is looking for, based on their goals, challenges, and interests. Then, you can share relevant content that matches their needs, such as blog posts, ebooks, case studies, webinars, or podcasts. Make sure to explain how the content relates to your client's situation and how it can help them solve their problems or achieve their aspirations. Additionally, ask for feedback and use it to tailor your future follow-ups and content recommendations. This will ensure that you are providing the most valuable and relevant content to your clients.

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Baschi Sale

DACH地区第一名LinkedIn?与社交销售专家 ?? 我为你的团队和公司数字化 ?? 通过工作坊 ?? 辅导 ?? 为你定制 ?? 顶级声音制作者 ?? 新推出：LinkedIn包月服务 ?? socialgroup.ch
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Selling helps, but helping sells (by Baschi Sale) We need to give all our knowledge to build trust. Go deep with the right questions and ask if this helped.

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Laura Lucchese

Helping teams see & build the future @ Lucid
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Nobody likes the feeling of being interrogated. So don't act like you're asking one question after another without room for flexibility. Of course, it's good to know what you want to achieve with the communication, but stay natural and authentic. Allow yourself to go with the flow (to a certain extent) and be attentive, ask in-depth questions to find out the underlying thoughts too.

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4 How to use active listening to overcome objections during the follow-up

Overcoming objections during the follow-up is essential for moving your client closer to a decision. Objections can be caused by various sources, such as doubts, fears, risks, or competitors. To use active listening to overcome objections during the follow-up, you should listen carefully and empathetically to your client's objections without interrupting or dismissing them. Ask clarifying questions to understand the root cause and the impact of the objections, as well as any hidden or underlying issues. Validate your client's objections and acknowledge their perspective without agreeing or disagreeing with them. Additionally, provide evidence and testimonials that address the objections and emphasize the benefits and advantages of your solution. Finally, confirm that your client's objections have been resolved and that they are satisfied with your response.

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Laura Lucchese

Helping teams see & build the future @ Lucid
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Hear them out and keep an open mind during this part of the process as well. Just because something didn't work out this time doesn't mean it never will. However, make sure that you listen to the reasons for the rejection, dig deep and keep the doors open by continuing the relationship.

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5 How to use active listening to measure progress during the follow-up

Measuring progress during the follow-up is essential to track your client's movement through the sales cycle and adjust your strategy accordingly. To use active listening to measure progress, you should ask your client about their opinion of your solution and the sales process, review their actions and behaviors, compare their progress with predefined milestones, recognize their achievements, and identify any gaps or delays. Active listening is an effective tool for social selling, as it helps you create a follow-up strategy that resonates with your client and advances the sales process. With this approach, you can align with your client's expectations, provide value, overcome objections, and build a strong relationship with them to increase your chances of closing the deal.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Baschi Sale

DACH地区第一名LinkedIn?与社交销售专家 ?? 我为你的团队和公司数字化 ?? 通过工作坊 ?? 辅导 ?? 为你定制 ?? 顶级声音制作者 ?? 新推出：LinkedIn包月服务 ?? socialgroup.ch
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Everybody tals about Social Listening, but no customer writes about what really matters and would help. Provide knowledge, help them to understand that you can help.

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How can you use active listening to create a follow-up strategy that resonates with your client?

1

2

3

4

5

6

1 What is active listening and why is it important for social selling?

2 How to use active listening during the follow-up

3 How to use active listening to provide value during the follow-up

4 How to use active listening to overcome objections during the follow-up

5 How to use active listening to measure progress during the follow-up

6 Here’s what else to consider

Social Selling

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How can you use active listening to create a follow-up strategy that resonates with your client?

1

2

3

4

5

6

1 What is active listening and why is it important for social selling?

2 How to use active listening during the follow-up

3 How to use active listening to provide value during the follow-up

4 How to use active listening to overcome objections during the follow-up

5 How to use active listening to measure progress during the follow-up

6 Here’s what else to consider

Social Selling

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