V6 LEAR – Listen PART 2
Most salespeople don’t listen to understand.
They listen to respond.
Huge difference.
When the customer starts talking…
stop trying to think about your next answer.
Slow down.
Listen for:
• emotion,
• concern,
• tone,
• and what they actually mean or what they are asking.
Sometimes the objection isn’t the real objection.
“Your price is too high” may actually mean:
• “I don’t understand the value.”
• “I’m nervous.”
• “I’ve been burned before.”
• “I don’t trust insurance companies.”
If you miss that…
you’ll answer the wrong problem.
Great listeners make customers feel important.
And people do business with people who make them feel understood.
So, Slow down.
Quit waiting to talk.
Listen first.
That’s where trust begins.
You’re on the right track.. Let’s get crackin.