I think that most customers wish sales (And technical for that matter) wishes we would listen to them. In my previous post, I spoke about questions. One key tatict is SILENCE. The purposefull silence is very effective.
How many times do you find yourself calculating what you are going to say, what problem you are going to fix or how you are going to defend yourself? You do not have to always have the answer. It is honest! Go find the answer later. Key right now is to hear what the customer is saying to you. Not just the sales opportunities. Maybe you have the chance to be the connector?
This silence tatict is also effective in daily interactions with people. You will be amazed what you will get people to say.
Tammy (Link to her blog on the side)has huge problems with the silence. I would go as far as to say it might be her kryptonite! Try it, you may like it.
1 comment:
Who says, I don't like silence? It's just that I don't like wasting my time listening to other people (boring ones like yourself) breath. Nothing is more annoying that hearing: breath, sigh, breath, breath....
OK, you may have a point...just call me Super Woman.
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