From the course: Management: Top Tips

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Listening and asking questions

Listening and asking questions

From the course: Management: Top Tips

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Listening and asking questions

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- The rule number one of selling is to be a good listener. Being a good listener's incredibly important for two reasons really: one is you have to find out what the customer needs and is looking for, before you can help them. And you have to do that by asking questions and listening. But the other reason is that in building a relationship with a customer that they much prefer somebody who listens to them. If you just talk, the customer will feel that you're not interested in them, and in fact, it's proof that you're not. So it's very important to be a good listener and ask the customer plenty of questions. Now these questions will probably start with open questions. That's questions like, tell me about what you're looking for and what was your previous supplier like? Those are open questions. And then you follow those with probing questions where you say, really, tell me more about that and, and then what happened or why did you think that? It's the probing questions where you really…

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