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Intelligence in Brief
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Business New Haven
10/20/1997
By: BNH
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To Sell More, Listen Up
Barging through your sales script on automatic may make you feel secure, but it can really turn off your prospects. Effective listening not only creates rapport, it also helps you find out what's important to your prospects - and helps them sell themselves on your product or service. Here are a few tips:
• Encourage your prospect to talk by asking questions that can't be answered with a simple “yes” or “no.”
• Let your prospect know you're listening: Lean in slightly; make eye contact; use reflexive responses (“I see...,” “And that means...?”); summarize what you've heard and ask, “Am I understanding you correctly?”
• Never interrupt your prospect - in fact, use silence deliberately. Most people will rush in to fill a conversational void - and give you valuable information about their state of mind. BNH
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