Active Listening Skills Improve Sales
Vanguard Dealer Services’ Mike Cintron believes there is a difference between hearing and listening, and knowing that difference separates the good sales and F&I professionals from the greats.
In Cintron’s latest blog entry, he defines active listening and offers a list of tips individuals and teams can use it to forge more meaningful connections and conversations.
“If your team is launching into the sales pitch or finance presentation without giving it their full attention and listening, they run the risk of selling instead of solving, pressuring a prospective customer into something that doesn’t solve their real need. … It’s okay to have pauses and give customers time to think. Your staff should be confident. Salespersons need to be empathetic and let customers feel they understand these are important decisions.”
