What comes to mind when I ask you what selling is all about? Unfortunately, many people think selling is the same as talking. From my experience, the most effective and successful sponsorship or any professional salespeople know that listening is the most important part of their job.
I sit in on discovery calls with clients in front of renewal opportunities or new prospects, and unfortunately, they often spend more time talking than listening. It’s crazy! The key is to learn about the prospect. The role of the solution provider (that’s you—the selling property) is to understand as much as you can about the prospect. That means you need to ask questions, then shut up and listen. Ask another question and then listen.
Next month in Edmonton on November 25-26 at the WSC® Alberta Forum registrants will learn tactics and gain an understanding of how to ask these questions, how to listen properly, and much more. Be sure to check this out as seating is limited to ensure physical distancing.
Here are three tips right now for listening for success.
- Ask open-ended questions to allow the prospect to talk versus replying with one-word answers.
- With each answer provided, ask a supplementary question related to that specific topic. Go with the flow to dive deeper into that topic, such as asking, “What other sponsorships are you doing?” or “What is success?” Then ask why or how they measure success. Let everything flow as a conversation versus an interrogation.
- Take lots of notes, but ask first if it is OK to take notes. Don’t be afraid to ask them to repeat their answer if you did not get it all down in your notes.
Please remember to stay HIPS! (Healthy, Isolate when possible, Physically distanced from others, and Safe!) and check out the WSC® Alberta Forum.
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