TAILIEUCHUNG - 101 Marketing Strategies Phần 4

Khám phá vấn đề Chú tâm vào cuộc đàm thoại. Nghiêng về phía khách hàng tiềm năng của bạn nói với khách hàng tiềm năng của bạn mà bạn được sâu sắc quan tâm đến cô ấy và vật chất đối tượng. | Discovering Problems Lean into the conversation. Leaning toward your prospect tells your prospect that you are keenly interested in her and the subject matter. Maintain good eye contact. Looking at the person tells him psychologically that you are on the same level with him. Relax. Just like a duck swimming along demonstrate a relaxed demeanor while paddling like crazy to listen carefully understand ask follow-up questions and take good notes. When selling in teams assign one person to take notes so the others can focus on the prospect says David Morgan of LBMC Nashville Tennessee. Don t forget that prospects respond to both verbal and nonverbal feedback. It is important to give feedback even if it s only an uh-huh or I see from time to time during the conversation. Listen and Learn As you listen to your prospect pay attention to what the prospect says and does not say. In business conversation the unsaid is often more important than what is said. Your prospect may imply there is no problem or you may infer from what was said there is no problem. When you are in doubt ask a followup question like this Sarah in the situation you just described I expected you might say this but you didn t. Can you tell me the key reasons that this is not an issue with you A key element in listening is to periodically feed back what the prospect is saying to you. Say something like this Jim this is what I understood was your difficulty X. Is this accurate Expert listeners can hear with antennae other than their ears. You can listen with your eyes and your heart. Watch for emotional responses from the prospect. This will tell you the issue is more important. A face turning red a louder voice or a grin are all signs that you are onto something. 67 101 Marketing Strategies Conclusion Many professionals have limited training and experience in listening. If this is you take some courses or read some articles or books on the subject. Commit to improve your listening ability to become better

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