Listening is one of the four fundamental competencies of a professional sales person, and yet, many sales reps fail to do it well.
Want more business? Want to engage customers? It is all about listening!
Here's what I like about this article -- it is all about listening and doing it in such a way that it actually evokes stories.
There is even a script given that is actually leading a potential customer into sharing their story. This leads to (as the author says) "From a sales person’s perspective, the more we listen, the more different positions, motivations, opinions, and nuances we are able to understand and accommodate. The wiser and more capable we become. Since we are able to understand an ever-growing panoply of positions and opinions, we are able to feel a rapport with more and more customers, and move closer to a consensus position with them."
There are good examples and how-to tips here that will help you listen better and evoke stories from customers. Enjoy the read.
Review written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it