You’ll never know how to answer the question if you haven’t heard the question! And if you think selling means talking, you’re in deep trouble.
Ask any successful person and you’ll find out that they spend 80% of their time listening and only 20% of their time providing solutions. So if you expect to become successful in life, becoming a better listener should be a top priority.
Effective listening requires the development of three skills:
- Attending: This means showing you’re paying attention, appropriate body position, eye contact and taking notes.
- Following: Staying on track with what your customer saying. This includes asking linking questions and displaying empathy by saying words like, “I understand.”
- Reflecting: This means you’ve heard what they’ve said. This includes reviewing, paraphrasing and feedback it back.
Becoming an effective listener is vital to building trust. And building customer trust is essential to providing solutions.
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Shawn Ryder is a long-time automotive professional of over 20 years – both with technology and retail when selling vehicles. Having started in the industry in the early 2000s with a service training organization. Worked hard to become the Vice President of the organization building clients and technology at the same time. After that worked with some automotive technology companies and then sold vehicles at a dealership with a high standard for sales. Using all of the industry knowledge now working with dealerships and focusing on their digital marketing to grow online and dealership traffic.