November 30th., 2011
Letting the Customer Talk
Most salespeople are unaware that they talk too much. It's natural to want to convince, reassure, sustain the conversation and establish friendly relationships with clients. But I have realized that I must give clients the opportunity to talk to me. I see two major advantages of letting clients talk while I listened. First, I am in a better position to assess their needs and expectations and to propose the best path and the best solutions. Second, I give a minimum of free information on my own business activities, and I avoid being replaced by the competition.
Today, I understand the importance of listening. I encourage clients to express themselves freely, in this way I show that I am listening to their needs.