Interviewing is the most important step of sales calls and relationship development.
Interviewing requires asking stimulating questions that get prospects to discuss their wants
relative to what you’re offering. However, interviewing also requires active listening. That is,
listening with an ear to learn and understand.
When someone opens up, it’s a major step in selling them or building your relationship. Some
people require more effort than other to open up. That’s why you have to have a strategy to get
people talking. But no matter how much effort is required, when that prospect starts talking, it’s
time for you to start listening, gathering information and not interrupting.
Interrupting shuts people down or makes them defensive. So if your prospect is somewhat on
tract, let him talk and you’ll gather a boat load of relevant information. Keep in mind, people
answer your questions in their own way and it’s usually not in the direct way you’d like. So give
them a little slack and let them ramble a bit. Your attention will show them you’re interested,
while you learn their issues and wants and the subtleties of what will make them warm to you.
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