I remember attending a sales course, many years ago, where I was first introduced to the well-known phrase ‘telling isn’t selling’. The concept behind the phrase is that we should listen more to our clients and to their needs in order to find the right solution for them. ‘Two ears, one mouth!’ I remember the trainer saying, encouraging us to listen twice as much as we speak. It certainly works for problem-solving and it also helps us to realise quickly if we are talking to the wrong person or if we have a product or service which is suitable for a potential client. Nobody wants to waste time trying to sell the wrong product to the wrong person.
So listening is a key skill in sales but how often do we meet salespeople whose drive and enthusiasm to make the sale makes them sound impatient and pushy? If we have to sell in a second language we may have a well-rehearsed sales pitch for describing the features and benefits of our products but we also have to be ready to listen carefully in order to understand our clients’ situations. This means we need well-rehearsed listening too. We need to consider the potential situations of our clients and be ready to listen and understand them. If we just want to tell them about our products, they probably won’t want to listen to us.
The last week of August 2018 is the final opportunity this summer to immerse yourself in a week of personalised Business English Coaching in Palma de Mallorca. There are only 6 places available.
Details: https://www.davies-business-english.com/en/component/jevents/eventdetail/11/45/business-english-week.html?Itemid=1
Reserve your place: