BRX Pro Tip: Your Listening Skills Are Your Greatest Selling Tool
Stone Payton: Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, in terms of selling tools, selling mechanics, approaches, strategies, tactics, man, we got to talk about listening. It’s important.
Lee Kantor: Yeah. I have a bias towards listening because that’s one of my superpowers. Being an introvert, somebody who doesn’t like to be super chatty, I lean on listening, active listening, a lot. When it comes to selling, I think most, especially extroverted salespeople, they over rely on their gift of the gab, and they just can’t wait to talk. They’re really not listening to what the prospect is saying. They’re just waiting for the moment to squeeze their pitch in and get to the close.
Lee Kantor: What I think works better is to listen intently and ask questions that are related to the things that your prospect is saying and not focusing on whatever your service is and not try to look for opportunities to squeeze in all your features and benefits into the conversation.
Lee Kantor: The half listening while you’re formulating your response really isn’t listening. So, if you just take the time to genuinely understand someone’s situation, really flesh it out, understand the pain, the challenges, the goals, you don’t have to convince them to work with you. You want them to want to work with you and convince themselves.
Lee Kantor: Our whole business of Business RadioX is built on the power of listening. Our shows work because we’re genuinely curious about what our guests have to say.
Lee Kantor: So, your action step this week, during your next prospect conversation, don’t talk as much. Commit to asking more questions, listening for twice as long as you talk. Write down important things they’re saying. Make a note about those things. And then once you really understand, tailor a solution that addresses those specific things that they brought out.
Lee Kantor: When people feel that they’re understood, that’s when they become clients. That’s when they feel like, okay, this person’s for me; they’re the right fit. They’re going to help me get the outcome I desire.
