Business Chops Tip #47: How Keen Are Your Sales Listening Skills?
Our industry banters terms like "best quality" and "high fidelity" routinely. "Systems integration" rolls off the tongues of most of us. Yet their meaning is in the ear of the beholder. More than a theoretical issue, the downside risks of making semantic assumptions come alive in sales milieus.
Customers and salespeople may believe they are speaking the same language when actually they're using the same terms to mean totally different things. What¹s the antidote to this disconnect? Listening.
Actively listening to what your customers are saying and starts the process of achieving clarity. How keen are your sales listening skills?
Author's Note: Creative and technical professionals (from musicians and actors to designers and engineers) rely on their "chops": those skills and techniques that they use to be successful on the job. Stiernberg Consulting coined the term Business Chops to encompass those skills, experience, and tactics that you rely on to be more successful. Whether you are a dealer, manufacturer, distributor, rep, or design firm, this series includes tips and techniques for optimizing sales, profits, and growth of your Custom Retail business.