| We've learned through sales training experience that listening has become a lost art. Salespeople want to talk more than listen. It's tragic. Why? Because people don't care how much you know until they know how much you care.
Listening is vital.
Track Selling is a sales methodology that enables the prospect to tell you - the sales person - what they want you to tell them to sell them. But you need to listen to catch their clues and connect their dots.
You can ask great open-ended, fact-finding questions and and open-ended, feeling-finding questions. But if you're not intentionally listening, you miss the details.
The value of listening is to catch the nuances and tone-of-voice changes that prospects offer about what would be better for them in response to your great questions. Did you hear that?
Do you know what we've also learned about listening in our decades of sales training? The biggest enemy to listening is not having a sales methodology. Without method, a sales rep's mind is dominated by what they'll say and do next. Their anxiety disconnects them from their prospect's answers. We all have room for improvement. In fact, the biggest room in the world is the room for improvement.
Good luck, good selling, and good listening.
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