You could be decked out with the latest technology and have all the best candidates, but still miss out on opportunities with potential clients. Why is this?

Guess how many customers think a salesperson understands their needs? Only 13%. In an industry where you need to be a people person, it’s astounding that 87% of prospects feel that their needs are not understood. A good discovery is necessary to help you gain the information you need to understand your customers. If you need some tips on how to take your disco call to the next level, check out our CEO Ryan’s advice here >> 

So, you’ve had a discovery call and think you understand their needs but you still haven’t closed. You’ve done everything right - where did you go wrong? The thing is, knowing what to ask is only going to get you so far.

69% of buyers say listening to their needs is the main thing they want from sellers. Active listening is the number one attribute buyers most value, and it’s your secret weapon. You have two ears and one mouth, which means you should listen more than you talk.

How to Show Your Client You Are Listening

1. Rephrase their answers. For example, if they say “I’m cold”, you could say “So, you’re telling me you need a jumper?”. Don’t just repeat everything they say - parrots can do that. Rephrasing is a simple method that shows you understand what they’re saying.
2. Pay attention. Don’t multitask or look at anything on your screen other than what is related to the discussion. Yep, that means no skimming emails, they can tell…
3. One of Ryan’s pet hates is when people nod along constantly when you’re not saying anything of value. Actually listen and nod or add the odd “uh-huh” or “ahhhhh” (not a scream though) and don’t interrupt them!
4. Don’t deflect! When someone is telling you about something that is happening don’t use it as an excuse to talk about yourself or say something related. This is all about them!
5. Stay open-minded and curious. There are situations where you may not fully understand what someone is saying but let them finish and try to understand their situation.
6. Focus on body language (even if it’s not in person). Body language says what the voice cannot. You don’t respond to them saying “I am completely engaged and am interested in what you are saying” after every sentence, but your body can. Maintaining an open, relaxed and interested demeanour can go a long way.

Active listening should be a skill that’s used in all stages of the sales process, from the first interaction to closing the deal. And if you show you understand their needs and show them you’re listening to them, that closed deal could be way closer than you think!