The meaning of listening
Listening refers to a behavioral process in which the listener listens carefully to the speaker's statement with a positive attitude, observes the speaker's expression and behavior, gives timely and appropriate information feedback, and responds to the speaker, prompting the speaker to elaborate comprehensively, clearly and accurately, and obtains useful information from it.
Listening classification
Listening can be divided into extensive listening and listening.
Extensive listening means extensive listening. No matter who speaks in front of us, it is worth listening carefully. If you listen more and accumulate more, you will understand the situation, increase your knowledge and increase your talents. Therefore, we should listen to the opinions and voices of the masses extensively.
Listening means listening respectfully and wholeheartedly. This kind of listening process has a clear purpose-oriented, and it needs to constantly obtain information, make judgments and decide feedback, so it also needs constant attention.
There are three ways to listen:
One is to listen casually. Listening to people in this way is the most likely to hurt self-esteem, which is impolite and uneducated.
The second is critical listening. This submissive way puts people on alert, blocks the way of speaking, and is also the most impolite and unpopular way to listen to the conversation.
The third is empathetic listening. That is to say, from the perspective of the other party, it changes with the changes of the speaker's emotions and ideas. People who adopt this obedient way pay attention and concentrate as if they were completely immersed in the conversation. This way embodies the spirit of self-denial and respect for others, so it is also the basic way to win the respect of the other party. To succeed in conversation, you must listen with empathy.
Listen to sales etiquette
Listen attentively: speak less and listen more, and appreciate moderately.
Some salespeople have poor performance, often because they ignore the etiquette of listening. These salesmen always talk too much and listen too little. In this way, customers will not feel their respect, and naturally they will not have a good impression on them. In life, we will find that those top sales experts are often masters of listening.
Carnegie believes that listening is a typical strategy. A salesman who doesn't know how to listen, but talks endlessly, not only can't understand all kinds of information of customers, but also can arouse customers' disgust and eventually lead to sales failure.
As a good salesman, you must be a good listener first. When customers talk enthusiastically, you should act as if you are listening carefully, so that sales can be easy. As a salesperson, being able to listen to each other's conversation patiently is equivalent to telling each other that you are a person worth listening to. Only in this way can we improve each other's self-esteem, deepen each other's feelings and create a harmonious environment and atmosphere for the success of sales. Therefore, when listening to people's conversation, you should always be in a full mental state and concentrate on the other party, just like when talking.
Listen with an open mind The main topic of sales is to communicate information and connect feelings, not debates or speech contests, so you should listen with an open mind when listening to people. Some people think that they know a lot about a problem, so they take up the topic halfway, regardless of the other person's ideas, and play it by themselves. This is also a sign of disrespect for each other. Or eager to speak, often interrupt each other's speech, and can't wait to express their opinions, but in fact they often haven't understood and listened to each other's meaning.