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Listen to Your Customer by Richard Cannon

Listen to what your customer means more than just hearing the words they say. For example someone might say: “I want to fit in these pants”, but what they are really saying is, “I need to lose some weight”. You have to determine what action your customer is planning to take by what they tell you.

To everything people say there is a reason behind it. As a great salesperson you have to find out that reason. You have to understand why customers will ask certain questions. This way you can be more prepared for the next thing you are going to say. You will also understand your client better. Don’t you relate to somebody more when they take the time to figure out what you want? The same goes for you and your customers.

This is easier when you are selling to someone in person. You can monitor their behavior and watch their expressions. Watching your clients hand gestures is also a good way to find out what they really mean. People generally use hand gestures to pernunciate words or show emotion. Think about it, when you are trying to explain something but you beat around the bush don’t you use hand gestures?

When you are selling over the phone you have to give your customer 100% of your attention. This way you will not miss anything they say and mean. You also have to ask why. Clarify everything and repeat back what they said and make sure you have the right idea. “So you’re saying….., right?

So, next time you are talking with a client and they say "I want" or "I need", look past the words and at the true meaning. Take the time to figure what your customer needs instead of what they say they need.

Go Get ‘Em!

Richard Cannon, The TeleSales Recruiter started selling candy in school when he was 8 years old. He’s been selling ever since. In his 30’s he was looking for a sales job he could do from home that was in line with his purpose. He looked and looked and couldn’t find the right one. He swore some day he would make it easier for people to find great sales jobs they can do from home. He built a crew of work from home people, but couldn’t help everyone because they were not all passionate about what he was selling. So now, he assist’s salespeople in figuring out what their purpose is. Then he finds them an opportunity that is in line with that purpose. Now they make more money selling something they love. For more information, visit Cannon’s site at http://www.telesalesrecruiter.com