What is it? The key task of active listening technique in sales is to identify your buyer's pain, and not to switch to active "selling".
Who is it for? This method helps to demonstrate your empathy to the buyer, who is more willing to make contact. In a competitive market, it is precisely these methods that allow you to sell more.
The article explains:
The essence of active listening
11 Reasons to Use Active overseas chinese in usa data Listening Techniques in Sales
Appropriate questions to ask during a conversation
Key types of active listening
6 Active Listening Techniques
Active Listening Techniques That Are Effective in Telephone and Online Sales
Examples of exercises for developing active listening techniques
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
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The essence of active listening
Many people believe that listening to others means passively perceiving the information they convey. The essence of such an attitude towards the opponent was clearly revealed by the popular writer Mark Twain: "Most conversations are monologues in the presence of witnesses." This approach to listening often leads to the fact that the participants lose the essence of the conversation. The result of such a conversation will be unpleasant feelings, lack of mutual understanding and difficulties in the relationship.
When talking to another person, people often do not engage fully in the process. At the same time, the thoughts of the participants in the conversation may be occupied with something that has nothing to do with it:
analysis of your emotions;
working through personal issues;
subjective assessment of the opponent.
The essence of active listening
These behavioral scenarios during conversations with other people have become so much a part of our habits that they are perceived as completely normal. No one is embarrassed by the fact that the interlocutors listen to each other, but do not hear. This moment is an illustration of a passive approach to communication and is the cause of communication problems. Active listening techniques form a completely opposite style. They assume awareness of contact, in which all of a person’s thoughts are aimed at perceiving the thoughts and emotions of the opponent. The brain switches off all extraneous processes (including the assessment of the appearance and other characteristics of the interlocutor).
There is a complete immersion in the conversation, which allows you to conduct it in the right perspective and receive a lot of important and useful information. The information you receive will not be distorted by subjective ideas. Having mastered the technique of active listening, you will be able to clearly demonstrate your interest to your opponent. This will allow you to form a reliable basis for future fruitful communication, and in the future, significantly increase the flow of clients .
The author of the technique of active listening in the psychology of communication was family psychologist Yu. B. Gippenreiter, who revealed the importance of such a tool in the context of forming good relationships with loved ones, children, and eliminating family conflicts.
The techniques she described began to be used in a number of other areas after some time. Active listening techniques are used by:
in mediation, psychological consultations, group therapy;
in business contacts;
in the field of sales of goods and services;
in education and journalism;
in the work of the police, the Ministry of Emergency Situations (during the interview of victims).
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Alexander Kuleshov
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