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The Business Mechanic Show 

Host Vaughn Sigmon

Productivity winning strategies and aligning employer and employee goals. If this sounds like something your business could use more of, then you've come to the right place. The business mechanic show with your host Vaughn Sigmon. 

Let Vaughn show you how to develop, improve, and jumpstart your business and management career. 

This podcast is for new managers, emerging managers being groomed for promotion and managers who continuously improve their skill sets.

The advice and tools shared come from Real World Experience.

Discover the innovative and common-sense approaches used to achieve excellent results by leading and managing people correctly.

Vaughn will share parts of the extensive curriculum library from his training programs delivered to thousands of business owners, executives, and managers, both online and in person.

No Matter What Business You're in, You're In the People Business.

 

Sep 11, 2019

A Guide to Active Listening

How to Earn People's Trust Using Your Ears

 

  • In today's information world, customers don’t need presentations
  • To establish credibility, you must establish trust
  • What should a salesperson do to build trust and credibility?
  • Listen!

The Problem

  • Too often, salespeople are waiting for their turn to talk or thinking about what to say next
  • You must learn the skill of active listening
  • Your ability to listen is your secret weapon to maximize sales results

Get Results Like Never Before as a Sales Manager

Use active listening as a four-step process:

  • Ask open-ended questions that uncover pain points
  • Probe for more detail based on responses to further understand the pain points (Probe)
  • Confirm that you’ve heard them correctly
  • Offer a solution that your product provides for that pain

Discover in this podcast how to change your approach and, in turn, change your results. It works; I've used it myself and rarely not closed a client...if I want them. I've trained this to hundreds of salespeople, and they swear by it. Listen, and you will too.

Learn More About Our Results-Driven Sales Training

Most salespeople jump immediately into their pitch at the beginning of a prospecting meeting. Prospects don't need an angle; they need your help to identify whether your product or service is, in fact, a good fit for their challenges. Rather than starting a sales meeting with a pitch, seek to understand the challenges the prospect faces.

When a prospect feels that you want to understand their situation,

he will open up and let you in. Of course, this requires a genuine desire to help and understand a prospect. However, show that prospect that your first goal is to understand what is going on in their world. The candidate will start to open up, and you will develop a connection that goes far beyond surface-level rapport. Remember, great salespeople aim to go deeper than just rapport. They want to establish a strong relationship with their prospects.

Learn to Be an Awesome Sales Manager

Vaughn is the co-founder of Results-Driven Leadership. He is a leadership development expert, podcaster, and author. His methods are brought from his real-world experience working on the front lines and living the role of being a high-impact leader and manager. His coaching and training programs offer no theory, just common-sense advice and direction. He is a former executive with Carmax, the world's largest and most respected company in the auto industry, and is a Fortune 100 Best Places to Work.

Vaughn's mission is to improve the impact of executives and other managers by increasing their knowledge, skills, and abilities.

 

His motto is "No matter what business you're in; you're in the people business."

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Contact Vaughn@rdltraining.com for a Free Consultation


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