Tuesday, July 17, 2018

Sales Training Tip

In your sales training courses, are you taught to deliver a message and to sell? Listening without speaking actually runs counter to the instincts of most sale training courses. We are taught and conditioned to present the solution as soon as we hear a problem.

In fact, it's almost a habit for many people to interrupt. But think about how you feel when you are interrupted before you finish your thoughts. Do you feel frustrated? Annoyed? Like you are being sold to? Listening carefully to customers isn't easy but the rewards are great. It's a sales technique that anyone can use to great effect.


Here's a powerful sales training tip that can bring you great rewards - the pause. This means waiting, and not jumping in at the first opportunity.

Sales training tip -the benefits of pausing

1. Your customers may be stopping to gather their thoughts or to take a breath.

2. They may be gauging your interest in their point of view, to see if you're listening or simply waiting to jump in. When you resist the urge to jump in, you are often pleasantly surprised to hear that there's more, and it is important.

3. Most people feel uncomfortable with silence, so they rush in to fill the void. Instead of you rushing in, why not let your customer have a chance to fill the void?

4. Your customers feel validated and important when you give them a chance to elaborate on their thoughts.

5. Pausing gives you time to think before you respond to a question or objection.

Sales training tip - how to pause

Minimize distractions. Focus on your customer, or on a pad where you take notes. If you look out the window and notice a traffic jam, your mind will jump to getting to your next appointment, and you'll lose what the customer said.

Use the most natural reason to pause, which is curiosity. Really wanting to hear what your customer has to say will cause you to pause naturally as you wait for them to elaborate.

So, the next time you ask a question, pause and wait for the answer. And really listen to the answer. When the speaker stops for a moment, pause again instead of rushing in.

You'll both win, because they get a chance to finish their thoughts, and feel validated. And you're more likely to get valuable information that you might not receive otherwise!

Contact us:-
Pici & Pici, Inc.
Address:- 2775 Cabernet Circle, Ocoee, Florida, USA. 34761.
Phone:- 407-947-2590

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