Two of the key techniques when developing and maintaining valuable customer relationships, are ‘liking’ and ‘listening’. To ‘like’ someone can be demonstrated through similarities, praise and also cooperation. To really show that you are listening to someone, you can create instant relationships by genuinely identifying things in common and sharing interests.
Listen to your customers to improve sales
The best way to do this in a sales situation is to ‘parrot-phrase’ i.e. use the same words and phrases that the customer does, to show that you are truly listening. This also gives the customer praise as they are encouraged that they understand their subject and feel confident talking with your sales person. If a customer believes that you understand what they are trying to say, then the sale is pretty much guaranteed – by a few simple listening techniques, the sales climate has improved and the potential business has grown.
For more information about improving sales for your business, contact Clifford at BDC.