想成为成功的销售，先学会聆听 Learn to Listen First

外贸连

之前外贸连嘉宾大S跟我们分享过，作为一名内向的业务员，取胜之道就在于聆听。其实阿连纵横外贸界多年，看完大S的分享也是脑洞大开，自审自身，对业务员的认知完全颠覆。
The guest – Ms. S shared her experience with us before that if an introvert wanted to be successful, the key was to listen. In fact, as a foreign trade salesman for many years, I am so surprised and exam myself again because my cognition to salesmen is completely reversed.
阿连认真分析身边所接触到的业务高手，正是如此，发觉他们更乐于倾听客户的需求，用心与客户沟通，从而他们更加能赢得客户的信赖。所以在销售中，会聆听客户需求确实比一味对住客户滔滔不绝更为重要。
I seriously analyze some successful businessmen whom I often contact and I found that they are more willing to listen to what customers demand and communicate with customers by heart so that they can win more trust from customers. So in the progress of sales, listening to the customers’ needs is more important than talking a lot with customers..
那么问题来了
要如何创造个完美的聆听策略呢？
How to create a perfect listening strategy?
1.要通过聆听过程更深入了解客户。先听客户说，不要急于提问和反驳，把有疑问、没听明白或客户没说清楚的地方记录下来。
Have a deeper understanding to the customer by listening. Listen to the customer first but do not be eager to ask questions or refute. You should write down the things that you have in doubt or don’t understand or that the customer has not expressed clearly.
2.待客户发表完意见后，再有针对性地向客户提出问题或者是更好的专业意见。
After customers giving their opinions, you can ask them questions pointedly or give them better professional advice.
3.通过聆听客户意见反馈来改进产品和服务。
Improve products and services according to customers’ feedback by listening.

4.锻炼积极聆听技巧，如阐述，提出精确的问题。这样的沟通会更加有效率和愉快。
Practice active listening skills, such as statement and putting forward precise questions. Such communication will be more efficient and enjoyable.
5.学会通过聆听，提炼出有价值的信息。客户可能会在沟通的过程中，用很多铺垫的话来展开重点，这时候你就要学会提炼出重点和分析客户的目的。
Learn to extract valuable information by listening. Customers maybe use a lot of ground before talking something important in the process of communication and at this time you should learn to extract the key points and analyze customers’ purpose.
6.聆听过程中做好笔记，记录沟通过程中获取的有效信息和相关细节。再对症下药解决问题。
Make good notes and records in the process of listening and extract effective information and relevant details in communication. Then we can find solutions which are suitable for the problems.
用心聆听，是增进与客户信任的催化剂和润滑剂。只要你学会了聆听，就会真正赢得客户的信任并走进客户的心，从而建立双方之间的友好合作伙伴关系和真挚的友谊。
Listening by heart is a catalyst and lubricant to enhance trust with customers. As long as you have learned to listen to, you will really win customers’ trust and catch customers’heart so as to establish friendly and cooperative partnership and sincere friendship with them.
今天，你用心聆听了吗？
Have you listened to others by heart today?

jenniferkeer

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聆听的确是一个很重要的技能

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