Sep 11, 2019
A Guide to Active Listening
How to Earn People's Trust Using Your Ears
The Problem
Get Results Like Never Before as a Sales Manager
Use active listening as a four-step process:
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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