As a big believer in the use of the questioning model for b2b sales success, I need to share the other side of the equation. Making the environment safe for the customer or potential customer to truthfully answer your questions.
Your ability to effectively listen is a major contributor to both making it safe to answer your questions and most importantly allowing the better rapport to be built during the question and answer process. For the corporate customer, being in a safe place is one of the most important concerns they have. And, the ability to listen (you are not talking or telling) allows for a feeling of “I’m important” for the customer.
So here are six techniques designed to improve effective listening for you. Use these techniques and you will be seen as a true sales professional.