Listen before you react
Listen carefully. It is essential that you understand the meaning behind the customer’s words or you may react foolishly to objections. Don’t interrupt. Ask prospects specifically what they mean by their comments to draw out deeper feelings and emotions. You often will discover that they resolve their own concerns without any effort on your part.
This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building Industry. Based in Chicago since 1998, Building Leaders Inc. specializes in sales and sales management education in the building materials industry. For more information, visit www.buildingleaders.com or call 773-769-4409.