28 Nov Sales Management Tips
This interview with Laurie Schloff originally appeared on Sales Management Services website and was written by Suzanne Pailing
More Listening Tips and the Importance of Communication Skills in Selling
To succeed in a sales position of any type, you must be a proficient listener. This comes more easily to some reps than others. To help salespeople continue to develop this ability, sales leaders should run listening exercises during staff meetings, recommend books and articles on the subject, monitor sales calls and offer targeted coaching.
Becoming a better listener takes practice, practice, practice.
For more tips on this all important skill, I turned to Laurie Schloff, a career communication coach and author of “Smart Speaking,” who works for the Speech Improvement Company in Brookline, Massachusetts. Laurie’s clients include Fidelity Investments, The TJX Companies, and Vertex Pharmaceuticals. Laurie generously shared her advice about listening.
Talking / Listening Ratio
Laurie often gets asks how much reps should talk on a sales call? She says, “Every customer is different. Some prospects talk your head off, while others speak less. During the first meeting it should be no more than 50/50 (rep/customer), ideally 25/75. In subsequent meetings the ratio may shift, but always be aware of attending to your customers needs and reactions.”