Practice Active Listening<\/strong><\/h2>\n\n\n\nActive listening is different in sales, yet the entire pitch can depend on it. The purpose of active listening is to build trust with your prospect, a sense of connection that will eventually lead to establishing a customer rapport.<\/p>\n\n\n\n
How can you practice active listening? It actually starts when you\u2019re talking. Avoid talking at <\/em>your customer. When they feel heard and understood, they\u2019re more likely to listen in return.<\/p>\n\n\n\nA few tricks involve non-verbal cues. These include keeping eye contact and nodding when they\u2019re speaking. This, as well as displaying an engaged body language through leaning forward, helps show a sincere interest in what they\u2019re saying.<\/p>\n\n\n\n
Mid-conversation, you can offer verbal affirmation\u2013 not <\/em>interruptions\u2013 in the form of nodding along and saying things such as, \u201cI see\u201d and \u201cI understand.\u201d<\/p>\n\n\n\nWhen you apply active listening skills in sales, not only are you able to connect more deeply with your customers, but you\u2019re benefiting your company long-term by deepening your understanding of what your customers are really saying.<\/p>\n\n\n\n
Tap Into Their Sense of Fear of Loss<\/strong><\/h2>\n\n\n\nIf there is one thing you can rely on in sales, it\u2019s that tapping into a customer\u2019s sense of fear and loss will create an unparalleled urgency. A lot of sales teams forget that their own motivation to make things happen quickly can turn customers off. Everyone has their own timelines and needs. With this trick, you\u2019re approaching the situation by showing them how they\u2019ll be the ones benefiting.<\/p>\n\n\n\n
This is why you see so many brands and stores offering limited-time deals. Nothing makes a person rush to purchase something more than fearing of missing out on this amazing deal. The competitive urge, prompted by the sense that someone else will snatch this deal, is naturally hardwired into everyone\u2019s brains.<\/p>\n\n\n\n
It\u2019s no wonder professionals use this technique to urge their audience to not just act, but act immediately<\/em>.<\/p>\n\n\n\n