Increase your closings by becoming an active listener in sales

Upnify Editorial Team - 14 de octubre, 2023

Marketing Sales Training

Active listening is the secret skill in sales that helps you to connect with your consumers on a deep and true level. In this post, we will define active listening in sales, explain why it is important, and provide you five strong tactics to use on your next client call. Discover how to become a great seller!

The ability to listen in sales extends beyond simply hearing. Listening is the secret weapon that allows you to connect deeply and truthfully with your consumers.


What is Active Listening in Sales?

Listening involves more than just listening; it means being attentive and truly absorbing the other party's point of view. It is a process that goes beyond words. It requires paying full attention to what the customer is saying and understanding their needs, wants, and concerns.


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Importance of listening in sales.

Answering objections: When a salesperson knows how to listen more than they talk, they can better understand all of the customer's objections and doubts. This makes it much easier for them to discover, address, and respond to those objections.

Overcome initial customer resistance: By being a good listener, salespeople can open the conversation more effectively, demonstrating that they are there to help solve the problems faced by the customer.

Close more sales: By improving and nurturing the dialogue with the customer, conversations become more cordial and less aggressive, making it easier to close successful deals.


Listening Techniques for Salespeople


1. Slow down the speed of the conversation

Talking too fast can damage your relationship with potential customers. Maintain a moderate conversational pace, pause when necessary and ask questions to guide and progress the buying process.


2. Don't interrupt

Interrupting your customer can cause you to lose valuable information. Choose carefully the moments to intervene in the conversation and use silence to your advantage.


3. Confirm the information

At the end of each interaction, make sure you have understood the message correctly. Ask follow-up questions that take the conversation to a deeper level.


4. Ask follow-up questions

After confirming that you have understood the customer, ask open-ended questions that allow your customer to share more about their plans or needs. These questions will guide your customers to the right conclusion.


5. Interpret emotions

Pay attention to your customers' tone of voice and stress levels to identify how they are feeling. Active listening techniques in sales also involve paying attention to how a person is feeling. You may think it's difficult to interpret a conversation over the phone because you lose the ability to read a person's body language, but it is possible to recognize emotions in a tone of voice and stress levels. 

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You need to listen in sales to understand your customers better, respond to their objections, and close more deals. By applying these techniques effectively, you will become an exceptional salesperson who stands out in the competitive world of sales. Start practicing today!

Por Upnify Editorial Team

Upnify Editorial  Team

Upnify´s Editorial Team; formed by professionals and experts in Marketing, Sales, Communication, Design and other areas. They share their experience through articles enriching the commercial culture.