Why do sellers shoot from the list of benefits? About errors in communication with the client and the tendency to “I already know”.
Each of us perceives the world in a completely different way, because each has its own map of reality. We meet our own map and our vision of the world, trying to establish a thread of understanding with other people. often with poor results, especially if & nbsp; We close ourselves to the messages of others, we set barriers and we do not want to know someone’s point of view on the matter. As a result, conflicts arise between us and it is becoming more and more difficult to communicate. What to do in order to be able to communicate and learn about the true intentions of another person despite various views, experiences, experiences, life attitudes or to learn about the true intentions of another person? Learn to construct and ask questions properly!
A random perception of reality.
Most of us have Perfect hearing. or & nbsp; However & nbsp; We are really involved in & nbsp; in the process of listening? As Henryk Mruk said, “The differences between listening and hearing perfectly reflect the sentence: to hear, it is enough to keep your ears open, but to listen, you must have an open mind.” – Communicating in marketing.
During training, scenes or coaching, I experience that sellers have a strong tendency to “eggwim”. This manifests itself in characteristic behavior right after asking one question on any topic. Namely, after receiving, often a perfunctory answer, they do not drill down on the thread, they do not ask, and a conviction appears in their heads, as it turns out later, that they know what the client means. – he says Tomasz Markowski, Coach Eofwca.pl.
Listening like a competitive sport.
Meanwhile, active listening is a key skill in the process of effective communication. Ability to fully pay attention and control the discussion, not just gaining information. We then make our interlocutor understand that we listen and understand what he says to us that it is important to us. We strive to show mutual respect, build trust and build on the level of empathy. If we want to build a relationship with the client and learn about his actual needs, we should make sure that we listen to what he has to say to us. Active listening requires continuous development, encourages greater openness and enables mutual understanding.
Where to start? Just looking in the eyes is not enough.
As we have established before, listening is the basis of communication. Therefore, it is worth eliminating the mistakes we make and improving this skill. Especially if it is also a tool of our work. How to listen to hear and understand the other person? Important are:
Focusing by focusing on the moment, we give ourselves a chance to hear the other person. Remember not to think about what we want to say. We focus on the interlocutor showing interest.
Active listening, responding is a reference to the interlocutor’s statement. It is worth making sure that we understand the intentions of the other party well. Let us paraphrase to confirm our commitment, while remembering that it should not be interrupted. a moment of silence, we will give ourselves a chance to hear, and the other party to give a full answer.
Attitude It is not only eye contact, although we cannot forget about it. It is extremely important. Natural and neutral will be comfortable for both interlocutors. However, it is an attitude of genuine interest in the other person, what he says and why he says it and what emotions he meets & nbsp; Due to the situation, it is crucial! It is worth trying to keep it open and eliminate unnecessary barriers from the environment.
Interest which we show through questions. Open and closed will allow you to deepen your statements. What, who, why or why? Additional questions before we articulate what we want to say. It is worth remembering to properly construct questions and make sure that the answers are complete. provided knowledge about the client and his needs.
“Sit quietly and listen” – is it true or false?
Why does the seller shoot from the list of benefits? because it sits quietly and…. He listens but passively. He does not make any effort to understand and accept what is said to him. It focuses excessively on the product, ignoring the needs and will of the customer. Without getting to know them, he is unable to present the offer using the language of benefits. Why? Because he didn’t ask. Why? because he “zjazwiemi”
Active listening and open questions are tools that you must not only be able to use, but most of all you have to want to use. The key to the beginning will be the attitude of authentic customer commitment. In the next step, you can polish your communication skills from where you can get to a higher level of development – thinking with questions.
Together with Tomasz Markowski during certified online workshops Think about life and sales You can gain practical knowledge, inspiring examples and useful tools for diagnosing customer needs.
