Build Meaningful and Powerful Relationships
Being able to listen to our clients and understand their needs is critical in sales. Yet these are often overlooked by our eagerness to close a sale. We become focused on selling our products or services that we at times don’t know what’s our client’s true needs.
Great sales individuals have a high level of emotional intelligence and are able to see their client’s point of view to provide solutions that address their needs. Through active listening, we are able to uncover their “dominant buying motive.” We are then able to paint a clear picture of their needs and provide a solution that aligns with the results they are looking for. Once we have a common vision of the desired solution, we can then utilize one of several methods to close the sale.