Join Bob Urichuck and Matthew Whyatt again this week with Velocity Selling TV Episode 56: Listening Skills – Standing Out from the Crowd.
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Bob: Welcome back to Velocity Selling TV. We have Matthew Whyatt in the Gold Coast with us. Matthew, last week we talked about creating questions to listen to, where do you want to go with listening skills this week?
Matthew: One of the things I love to talk about is actually standing out from the crowd from just the regular sales person. You know, buyers of course are you know, waiting for the sales person to pounce on whatever they say. So they sometimes in the first answer that they give, is a little bit reluctant or a little bit guarded.
Bob: It’s not quite the truth.
Matthew: And it’s always the first answers, not always the truth. You know, ‘How are you today?’ ‘I’m fine’. ‘How are you really?’, ‘Well, actually I’m not great.’ So you know, you want to make sure that we’re going a little bit deeper and standing out from the crowd. So how you do that is when a customer says ‘Hey, do you do this?’ Rather than saying yes or giving them a solution, you actually want to question their question. You want to say ‘We have a lot of options available, is that important to you?’ Now that might relate to housing sales or computer hardware, it doesn’t really matter but just going a little bit deeper to really uncover their needs. And if you can do that, you’ll stand out from the crowd, you’ll be different from the previous sales person who goes ‘Yeah, we got one of those’, and just looks to the customer.
Bob: So what you’re saying Matthew, is by questioning the answers they’re going deeper and getting to the truth. And that’s where getting to the truth is a really a true listening skill that needs to be mastered. Is that correct?
Matthew: Absolutely. You’ve listened perfectly in this episode Bob.
Bob: Excellent. Well Matthew, I look forward to talking to you again next week. Have a great week.
Matthew: Very good. Bye for now.