Imperative: Listen !

For some reason, many of us think the way to a sale is to talk, ask a question or two and talk again. This unfortunately is the road to ruin.

People are interested in what they think and want to be able to pass what they think on to whomever will listen. Have you ever been upset because someone wanted to listen to you talk? Take advantage of this by asking your customer intelligent, pertinent questions then listen to the responses and don't let your mind wander about. Focus. Ask questions that will help build your relationship, ask questions to find out about the budget for the project, ask questions about specifics of what the customer needs and listen. When a question is asked of you be sure you have it in context before you answer. Or ask another question. "I'm not sure I understand . What is it exactly that you want?"

My son manages a very small commercial bakery and makes 3 varities of one product with various packaging available. When his customer asks for a case of cheesestraws, he must ask
degree of heat (mild, regular and hot) and if the case is 3 oz bags, 6 oz. bags, 8 oz boxes or 10 oz tins. During the learning process many follow-up phone calls are made for clarification.

Listening for a living is what we do. Do it well and -
Remember the old cliche about two ears and one mouth!