The Power Of Listening

A sales professional was waiting to meet the customer with whom he had fixed an prior appointment. He had done an excellent precall planning by penning it down in a piece of paper and had a glance of all his products which he intended to promote.

The customer calls the sales professional inside and raises a concern about one of the product which he is using. For the sales professional it was something he never expected when he met the customer because he had prepared something else.

When the customer was raising concern to him, he was constantly thinking how to defend the customer to tell him his product was the best, rather than listening to the customer.

At the end the customer was looking at some solution to be provided by him. But on the contrary the sales professional had poorly listened to the customer and instead he was defending the customer by mentioning his product was the best.

In sales or service industry we encounter such situation, We need to remember what ever we must have prepared before meeting the customer, at first when we meet the customer we need to listen him because, like we prepared we don't know what the customer had planned for us.

At times patient listening and providing solution to customer can help in getting more deals closed, not only that it will strengthen our relationship for a long standing association.

Happy listening.....