Why is it that you can have the perfect Solution / Product / Service for a prospective customer / client, and yet he or she rejects your offer without really knowing why?
Why is it that some people are perfect for each other in terms of 'likes, desires, and character' and yet somehow fail to connect?
Answer
They are simply speaking different languages. Nope - not Chinese vs English, or Italian vs French, but English vs English.
Although they are both speaking English, or both speaking Chinese, they may as well be speaking completely different languages.
'Listening' is probably the most important Component of Sales.
Listening enables you to know whether someone wants a product / service because of a desire to reach new boundaries or because they wish to get away from a present challenge or discomfort.
Different characters think in different ways. They assess information differently. They even prefer to receive / take in information in different ways.
It is by Listening that you know whether to adapt to, or assimilate a prospect's character.
The key to getting to know your audience - whether in a Presentation or in a Meeting - lies in your ability to Listen.
The Communication Skills module of the Master of Sales Executive Programme will enable delegates to Always Speak the same Language as their Prospects' and Customers / Clients.
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