Salespeople love to talk — about everything. Ask them a question about their product or service, company, personal lives, or hobbies, and chances are they’ll go on and on and on … and on.
The gift of gab is a godsend for reps who spend their days meeting with prospects and clients either in person or on the phone. But there’s a problem here. Salespeople tend not to be as talented at listening as they are at talking.
If a salesperson talks their prospect’s ear off, they’re not getting the information they need to be useful in solving that buyer’s problem. And if a rep isn’t useful? They’re not going to sell much.
The slide deck below from Gretchen Rubin provides five tips to bulk up your listening skills. Apply these tactics the next time you’re on the phone with a good fit buyer, or maybe even with your significant other at dinner tonight. Zip your lips, open your ears, and you’ll be surprised at what you can learn.