Is it possible to train a natural sales person to show more empathy, to see the world from the customers perspective or to listen more? Well, actually you might be surprised that the best natural sales people already do this and they do it so well and naturally that often we have no idea they are doing it. Yet we wonder why they make more sales. It is important to make sure that those natural salesmen and women in your group help mentor the junior salespeople and this will help you in training your sales teams and sales people to Empathize and Listen. If your sales teams are not listening then they are talking and telling and badgering and harassing clientele, potential customers and prospects. That indeed is problematic and if your sales people are not listening carefully then they are wasting both their time and the time of the prospect. Why? Well, because they need to listen and understand if the prospect or potential customer is actually interested in the product or services they are selling and representing for your company. Additionally if they are not listening then they are not hear the clients objections and therefore they cannot use their customer service skills or problem solving knowledge of your company and your policies to help the prospect. If your sales people are not getting into the heads of your prospects and seeing things from their point of views, then they simply will not sell as much as they could. I hope you will consider this in 2006. |
