How to Be an Effective Listener

There are many ways to be an effective listener. Sometimes, it's what the prospect does not say or the tone of their voice that gives the greatest insight into their position. Be careful not to dampen your own voice if enthusiasm drops. Never interrupt someone and pay attention to the conversation.

Be conscious of repeated words from the prospect, as they hold valuable clues. Try to match the prospect's vocal tone and pace. Don't use too much jargon unless you know it will be understood. Maintain your professionalism no matter what. In your notes, highlight essential words. Be alert to silent periods or ignored questions.

Taking good notes is also key. Many salespeople reject note taking as unnecessary. However, it goes a long way toward learning what it takes to meet each client's needs. Have an organized system for note taking and record keeping. Don't just write down numbers and jargon. Be especially attuned to what your prospect does and does not like.

Checking is a critical skill that allows the salesperson to learn more about their client's attitudes. It is not necessarily to interrogate for good checking. This should be used from "Hello" to "Thank you, goodbye." It also ensures that your time is not wasted on deals that can't happen. Pay attention to how the prospect replies to your questions. Maintain an equal give and take dialogue at all times.

Every element from tone of voice to proper questioning creates either a sale or an uninterested prospect. The slightest error in one area can make a big difference in your relations with clients. Insincerity or disinterest is perhaps the biggest sale killer. Be flexible without losing control of the situation. Self-help could be the best way to develop the necessary skills. You must be able to work through any situation honestly and without faltering. Be ready for your prospects to give excuses and not share your enthusiasm for the product or service offered.

There is no such thing as a perfect networker, and anyone can use improvement. Only by constant practice, can networking success become a daily reality. There are many kinds of networkers, and it often depends on what traits they have and develop.

Too many people set themselves up for failure by not properly following up on referrals. Establishing one contact often leads to access to many more people. Find someone whose networking skills you admire and learn how to copy them.