Here's how you can build strong relationships with technical sales clients through active listening.

Simply put, be a great listener and ask the right question. By asking the right question you will uncover the pain points and or challenges your client is facing. Only then can you provide solutions to address their concerns.

To build strong relationships with technical sales clients through active listening, focus on understanding their needs and challenges. Reflect on their words, ask clarifying questions, and provide solutions that align with their goals. Active listening demonstrates respect and commitment, fostering trust and a solid client partnership.

Yes, understand your customer’s needs but identify the problem or reason that is fueling their needs. Be genuine, direct, and helpful regardless of your solution is the best fit for their needs.

In managing sales, I use insight mapping to visually organise data from customer feedback, sales reports, and market research. By categorising insights aligned with customer goals, pressures, initiatives, and obstacles, I develop targeted strategies to address specific needs. This visual approach helps my team understand customer behaviours and pain points, tailoring our sales process more effectively. Insight mapping enhances our understanding of customer challenges, enabling better solution identification, informed decision-making, and early opportunity recognition. It also optimises our sales process, trains new reps efficiently, and refines product positioning, driving better sales performance and business success.

Within your sales methodology there must be a stage in the sales cycle that establishes how rapport will be built with your potential customer. Will you carry out any diagnosis to understand challenges in the client's business? How do you prepare to have the first meeting with this potential client? How do you learn about the most common challenges that clients like this typically have?

Empathy is key in navigating the sales process as a true professional. Your product doesn’t matter if it’s for the wrong prospect, which consequently means the only way for you to truly understand how your product could be useful is through empathy. You need to understand your prospects challenges, have sincere empathy and professionally demonstrate how your solution solves their problem. Don’t be a product pusher. Be a problem finder and help your prospects solve their real problems.

Intente acercarse lo mas posible a su cliente, entendiendo y comprendiendo lo que quiere. Hacer participe al cliente de la venta, que se sienta necesario con sus opiniones, y que sea quien necesite cerrar la venta, pues es lo que busca.

Empathy should be at the heart of every interaction. If you can't place yourself in your prospects' shoes and truly grasp their challenges, you'll struggle to connect with them, and they'll likely miss the value of your solution. My advice? Listen actively, show genuine interest, and make an effort to understand their perspective. Ask insightful questions and express your thoughts tactfully. Being mindful of others' feelings is crucial; insensitive comments can irreparably damage the relationship.

Mostrar que você n?o está ali somente pelo número, ou ganho que esse cliente pode te oferecer, mas sim, pelo desejo de ajuda-lo a resolver o desafio/dor. Ao ouvir ativamente, você mostra ao cliente que valoriza suas opini?es e preocupa??es. Isso constrói confian?a e cria uma base sólida para um relacionamento de longo prazo.

Active listening is an important skill. I’ve observed many sellers who listen to respond rather than understand. If you are actively listening you will be able to echo back what you have heard and relay empathy about the challenges customer is facing. I would recommend ask after you have echoed, did I get all of that right? Is there anything important I omitted? If you get a yes the. Ask tell me more about this challenge, explore, dig, ask what will happen if this challenge cannot be resolved and then echo back again. You are building a connect and foundation that your there to SOLVE problems, not just to sell something.

Listen with intention and provide feedback with confidence. Ask for feedback on your own performance. Better titles don’t always mean better quality, we can all learn and grow at the same time.

Provide Feedback: Actively provide feedback and insights based on your understanding of their needs. This not only shows that you are listening but also that you are engaged and invested in finding the best solutions for them.

I tend to do a recap (if there′s enough time), where I make sure that: - All the topics are covered and I will follow up with all the necessary info. - They share the feedback about the session so I can better understand and define next steps. - Share the next steps before the end of the call! - Try to appply the Command of the Message.

Importante, seja sincero! N?o vá no viés de falar o que o cliente eventualmente gostaria de ouvir, mas sim, um feedback real da situa??o. Passe confian?a no que está dizendo, assim será gerada uma conex?o real.

Be patient but be on top of things. Dont keep people waiting on your work or response but understand that big complex deals take a lot of time, effort and collaboration.

La presión para vender y alcanzar la cuota siempre nos acompa?a como vendedores, pero empujar demasiado puede generar fricción y hacer que perdamos el negocio. Por eso es súper importante calificar bien la oportunidad desde el inicio y conocer cuál es el evento que motivará al cliente a tomar una decisión. Esto nos permitirá tener la paciencia adecuada y encontrar el equilibrio entre la presión para cerrar el deal y la paciencia para entender los tiempos del cliente. Ser pacientes no solo muestra respeto por su proceso, sino que también fomenta una relación de confianza y colaboración.

Be Patient: Practice patience by giving clients the time to express their thoughts and concerns without interruption. This fosters an open dialogue and shows respect for their input.

SLOW DOWN. The key to active listening is NOT waiting for your turn to speak. Take a beat after your prospect answers and challenge yourself to ask a secondary question based on their answer. It's hard to maintain active listening with time and agenda pressures so it will ensures you're sincerely listening.

Dê ao cliente tempo para expressar completamente seus pensamentos antes de responder. Interromper pode parecer que você está desinteressado ou ansioso para impor sua própria agenda.

In average, questions should account for 25% of the call. I use to have 1H call, so I make sure the discovery lasts at least 15 mins. However, during my demo and the differents parts of the presentation, I keep on asking questions to keep everyone engaged.

This is so underrated and difficult. You’ll never the right answers if you don’t ask the right questions. When customers tell you the end goal, understand what is it they want to achieve by achieving end goal. Break it down into smaller goals and for each of them have a ‘why’ conversation. Why is it important, why do they want to do it etc. and more often you’ll see the end goal is different from what initially asked for. I’ve had the privilege of working some really amazing customers and they too love it when they get through questions that eventually helps them. PS: I do this at home with my kid as well, you want this toy? Why you want this specific toy, why can’t something else be bought and so on.. It hasn’t worked with wife yet

Ask Questions: Ask thoughtful and relevant questions to delve deeper into their needs and challenges. This not only clarifies their requirements but also shows that you are attentive and committed to understanding their business.

Following up is standard practice. If you are not making yourself easily available and following up with productive information, you will constantly lose deals to your competitors.

Follow Up: After discussions, follow up with clients to ensure their needs are being met and to address any further questions or concerns. Consistent follow-up reinforces your commitment and reliability.

El seguimiento programado de cada prospecto o cliente logran reforzar el vínculo obtenido. Así se evita perder ventas y asegurar la satisfacción del cliente en la pos venta. La registración diaria de acciones con ellos, los temas pendientes de respuesta, los compromisos y los resultados obtenidos es la información clave que permite realizar una sólida gestión de venta profesional.

Following up is one of the big3 in sales and not many sales do this. Easy way to differentiate and get more revenue. Thus is always my advice to young sales people

In technical or consultative selling, you need to be in a spirit of service, which means you are in the mode of giving. What this also means is that listening, kicks in a big way. We all know the two ears. versus one mouth issue. That is in terms of the time that you allocate, but listening is also about asking clarifying questions. Paraphrasing your understanding back. When this happens you demonstrate real care, if done genuinely. trust follows automatically, and trust me business will follow

The most important thing is to be prepared before you even meet the client. It's better if you know in advance what you will discuss, or at least make your best guess on what will be discussed. If it is the first time you meet the client, it's better to do some research before the meeting (LinkedIn happens to be one of the best place to do this). If you know the client is a very technical person and you don't think you have enough knowledge and time to learn, it's better if you can bring along your colleague who may be able to help you on the technical details, while you learn on the go.

Honestly, if you need others to spell out to you ‘How’ to build relationships then sales probably isn’t for you! How do you make friends and good acquaintances in your person life? No different, conversation, ask questions and show genuine interest in the other person. If you have to be taught this then consider a job in a non customer facing role.