Saturday, July 12. 2008
Listening is a verb and requires action, effort, and is essential to communication. Without truly listening to our clients, we can never be sure that we are providing for their needs, or if we have met their expectations. Many salespeople fail to listen to the customer, and as a result they end up presenting the wrong solutions or even worse, doing a sales presentation to a prospect that is not qualified, or interested in what they have to offer. How many times do we say, “How are you?” to people every day and never wait for the answer? …or actually hear the response? Are you really listening to what your clients are saying to you?
True communication involves three elements: listening, reflection, and responding…without all of them, you just get a lot of talking and not much communicating.
Can you hear me? Are you listening? Are your employees listening?