The Closing Quotient: Understand

Measurement #2: Understand

“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Steven Covey

Active listening is so crucial to the sales process. It requires focus, empathy, selflessness and poise. Most of all, it requires understanding. If you want to gain a sense of trust with your buyers, then you absolutely must show them that you get where they’re coming from. This is impossible if you aren’t truly listening.

Measurement #2 of Amy’s Closing Quotient philosophy is Understand. Every customer has a story; there’s a mission they’re on to improve their lives. It is our job as salespeople to learn as much as we can about that story in order to best know how to help. Last week was about getting a customer to like you, this week is about showing them they can trust you. And customers will only trust you if they feel you understand them.