According to a study from Tom Atkinson and Ron Kaprowski, 18% of buyers’ biggest pet peeve is when a sales rep doesn’t listen to their needs. Failing to focus during the sales process results in missing key information and irritating prospects.
So what can a sales rep do to prove they’re listening to buyers and hearing their needs?
The infographic below from social@Ogilvy highlights eight actions sales reps can take to put their listening skills on display. By validating, summarizing, encouraging, and inquiring, reps can make their prospects feel heard like never before.