When it comes to sales, it’s not about having the best opportunities offered to you but about how you handle those opportunities in the best way possible. With this in mind, you’ll probably agree when I say that you have to build up your sales team in terms of communication – teaching them active and analytical listening – as this can greatly boost their morale and capability of bringing your company to the pinnacle of financial success. Adding to that, research shows that the companies higher up in the ladder are twice more probable to produce analytical listeners through offering training rather than their competitors lower in the ladder.
To illustrate, there is specific training as such in sales named “Listening Intelligence.” This particular training helps your sales teams pinpoint the unique listening style of a single client. Recognizing the listening preferences of clients is advantageous in that sales professionals will be able to penetrate their cognition through effective communication of the worth of their offer. In addition to that, 70% of buyers agree that sales agents who tailor offers to their needs gave them a desirable experience, further affirming the notion that identifying listening styles and listening in itself changes sales. Listening isn’t all there is to it, and that is why you must take hold of a listening assessment based on cognition called the ECHO Listening Profile as this bolsters your team’s grasp of effective communication, helping you reach higher goals.
Keep reading to learn more about the degree to which listening can affect sales.
Establishing The Four Major Listening Styles
But teaching your teams to understand the four main listening habits can provide them a significant ‘leg up’ in connecting with prospects and engaging in a smooth and successful sales process. It is a given that all of the humankind uses all four listening styles in differing degrees, yet some people pinpoint a style and make it their go-to.
Listening With The Intent Of Connecting
The people who prefer this method of listening are concerned with how the information being listened to is received by the client. These highly-relational people don’t just care about selling the product, but how much the product will be able to serve that person particularly.
Reflectively Listening
At the other end of the spectrum, these reflective listeners filter words according to what serves their own benefits. People like these filter out their decisions through many questions and considerations first before coming to a conclusion.
Listening Conceptually
These listeners are futuristic, considering the long-term picture. These people can easily be distinguished by the way they explore the farther reach of your product in their case.
Listening Analytically
This type of listening requires no emotions, but mere facts and numbers. The decisions they come to are based on precise data and availability of resources.
And there you have it, all that you need to know to better your sales with the proper understanding of listening.