Listening-Basic Key to sales

Meenakshi Handa

Generally we tend to associate good verbal communication skills as prime most essential quality for sales. However, during twenty years of my sales career, I have come to this firm belief that listening is the main key to sales. When we listen to our prospect, we come to lots of things about him, his beliefs and his views. Once we are aware in totality about the person we are going to sell, we can develop a unique presentation to satisfy his unique need. Or create a need in him as the situation may be.

Since every individual is unique, his perception to your product would be unique too. It will be only possible for us to match his perception when we genuinely listen to our prospects. All the sales persons should take inspiration from Lord Ganesha who has very long ears to listen more. Once I was making a sales call and client during the conversation just mentioned that his friend is also looking for a similar product. I took the cue called his friend as well and gave them combo deal. I not only got double sales also got two clients for further references.

I strongly recommend each sales person should follow Mr. Edward H. Richards following lines and take lesson from below:

• The wise old owl lived in an oak;
• The more he saw the less he spoke;
• The less he spoke the more he heard:
• Why can't we all be like that bird?

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