Been doing some observation work with several b2b sales people and have noticed one thing. Most of the sales people need to ramp up their ability to really listen to their customers.
Again the signs are there for us to learn. Our customers and clients actually want us to listen and comprehend and understand what they want and need. It is our job to deliver these results by listening aggressively.
The truth is most b2b sales people are trained or have behavioral styles which are very adept at presenting and talking. Sometimes they can even ask questions after being trained on the Questioning Model of B2B Selling.
However, the question remains – are they really listening to what is being said by the customer?
Often listening is the one skill sales people take for granted. Their expectations are limited to believing they are naturally good at listening. Therefore, there is very little time and effort applied to learning exactly how to actively listen.
How about some b2b sales tips regarding the reasons to learn the skill of listening?