Letting your prospect know that you are Listening
And today, I have for you the piece, which not many people use, but you have no clue how much your prospects love it.
And here’s why. Because it gives them actual proof that you are listening to them that you are paying attention to them. I know this is a monologue that I’m having here on this podcast. But I do not want you to be doing this in your sales conversation. Because a sales meeting always has to be a dialogue, not a monologue.
So always keep including prompting and bringing the prospects’ focus back to the conversation. And you can do this in two ways.
First is paraphrasing which is repeating in a slightly different manner, what they have already shared.
Why do this, you may ask.
So firstly, because it gives them ample proof that you are paying attention, and you can do a litmus test on this one, they feel great about it.
The other reason is that it also ensures that you both are on the same page at all times.
In addition, your credibility increases, because the prospect can clearly see the proof that you are understanding their message.
And let me top up this tip is another super cool tactic.
How about following up you’re paraphrasing with their validation or agreement?
And here’s what it looks like,
Example One: So you need to say that x y z is causing ABC in your sales process. Is that right?
Example Two: correct me if I’m wrong, you are getting a bad customer review, because your vendor is delaying his raw material shipment.
Example Three: let me know if I got this right. And then you may concisely repeat what they have already said.
Another format which you can have goes something like this. So you said ABCDE but I didn’t quite understand when you said H I J K L.
So, what do you mean by that? Did you see what happened here?
This was a double whammy where with paraphrasing you are also probing more into the questioning and the challenge that the prospect is having.
Let’s get to this second way of letting your prospect know that you are listening and that is feedback loops. This is where you are asking them for their understanding after you have shared something.
So, you ask them things like Does that make sense? Hope you agree with that. Are you with me on this? Does that sound right?
And now, these are very simple prompts I know but it makes the prospect feel that their opinion and what they think matters for you and that you are willing to give them your best.
So, if we go over this again concisely, when they are talking, you are repeating and when you are talking, you are still including them in the conversation by checking on them, whether they are on the same journey as you are.
So, you are just repeating and making sure that you have them with you. This is so critical for the success of a sales conversation. Because remember, this is not a monologue. This is an opportunity for you to engage in a dialogue and co-create a meaningful solution.
So, your action item from today’s episode is to practice paraphrasing with your kids at home.
Yes, it might sound quirky to you, but just try it and they will be bowled over just I say so let me know if I get this right.
You want ice cream in spite of knowing that you will have a runny nose thereafter Is that right? You see, this will be so fun. And I hope you will agree with me that we are not only selling in business meetings but at home as well.
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Originally published at https://www.roshnibaronia.com on January 7, 2021.