Listening Versus Talking in Persuasion

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Most sales people make the mistake of thinking that selling is all about talking. As a matter of fact, there's now a familiar phrase of "Selling is not telling." One of the key factors of persuasion that separate great salespeople from average salespeople are simply their ability to listen and to use active listening skills but focusing more on what the customer is asking for and talking about. And this is a very helpful tool when trying to persuade a person to purchase a product. What you're doing is actually researching into the way that the person thinks and the way that the person acts. When you're able to do this, it would now then be simple for you to make a recommendation later on and correlate to what the person is after.
So there are few key steps to the active listening.
1. Paraphrasing - As you listen to your patron, it is advised that you paraphrase back his words as well as the points that he is trying to make. In doing so, you are able to show to them that you are actively listening to what they are after. One of the biggest factors of persuasion where most salespeople fall down is that the customer doesn't feel like they understand what they are after, that the customer feels that they are just another customer who is getting the same sale speech which the salesperson has given out 20 times today already. By way of making your customer feel that you are looking into him as just another client, you will not be able to create a good rapport with them and finish up not being able to sell anything to them.
2. Listening and paraphrasing - Notice some of the key words and the key phrases that the customer is repeating. Since these keywords and key phrases contain the significant information on what it is that they really have in mind. It maybe be possible that you and your have a incongruent opinion regarding the merchandise, but if you will be able to listen to the keywords and key phrases then interpret it back to your patron, you can make him feel that you do realize his own idea of what it is that he really desires. So sometimes, you have to defy the urge to tell things in the way that you would describe and use the terminology of the way the patron is describing it and describe it in that way.
3. Clarify - There is a difference when you are listening versus talking, because there are few points you may not be 100% certain about what it is that they actually want. You should not be scared to clarify key points of information since clarification can further improve the sort of service that you give to your patrons, and this is done by repeating what the customer said followed by asking the appropriate kind of question to clarify it out. By clarifying in this way, the customer is going to feel that you do actually understand them and this way of selling is much more about consulting with the customer and providing advice as a friend rather than making a presentation and making a pitch. The old days of presentation selling are long gone and are very ineffective ways of persuasion in the 21st century.

Article Source: http://depositarticles.com/

For more tips on how to become a better salesperson and some of the skills used by the best salespeople in the world, go to Sales Persuasion

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