Value selling starts with active listening

By Art Seifert, Glatfelter Program Managers on November 9, 2016

The difference between hearing and listening

In order to be successful selling value, you need to sincerely understand your client's emotional state. This requires practice and focus; it can't be faked. Active listening means you are totally tuned in, looking for every clue. Understanding nonverbal communication is essential.

You don't have to be Dr. Cal Lightman on Lie to Me, but you do need to understand the basics. Is eye contact maintained? Is the client or prospect leaning in or away? Is he or she touching their face when they answer your questions?

YouTube has some excellent videos that cover the basics. So, improve your active listening skills and see your results improve.

 

Julian Treasure: 5 ways to listen better

 

Everybody Loves Raymond uses active listening

 



Art Seifert, Glatfelter Program Managers

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.

Related posts

The real you is who your clients and prospects will connect with. Forget about perfect professionalism and get real to get better results.

Continue Reading

One of the best ways to find a new source of premium is to find a new industry to specialize in. But finding the right fit for each agent can be tricky.

Continue Reading

Use these 4 simple steps to turn your current clients into your agency's best advertisers. If clients are happy, they will happily win you new business.

Continue Reading

Submit a Comment