Listening as Important Component of Successful Salesmanship - Essay Example

How and why listening is one of the most important components of successful salesmanship Having a variety of skills and abilities in the field of sales and marketing is one of the most important factors in achieving individual and organizational goals as a salesperson. Most of the work in residential renovation industry involves construction. Therefore, having knowledge or a background in construction is an advantage in being a salesman in this industry. This is because having all the facts at your finger tips will boost the chances of a meeting with a client being successful. In my opinion, this goes hand in hand with listening. Listening to what the client is saying shows that you are interested and hence elevates the chances of success. Sales people are required to possess effective communication skills such that they are able to communicate audibly to a customer and subsequently listen attentively. This paper describes the ‘why’ and ‘how’ listening is one of the most important components of successful salesmanship in the context of the residential renovation industry. There are various ways that a good salesman can adopt the skills of becoming a good listener. To become a better listener, a salesman is advised to first pay attention and listen to the other person before talking, exercise tolerance, persistence, and shun complains. In the modern world, the residential renovation industry has grown into a multi-billion dollar industry. In general, listening has its importance in business communication. It is a key factor of productivity and success in an institution. Listening is important in the establishment of effective and successful associations and relations within the workplace. This is also applicable in the residential renovation industry. Through listening, a salesman is able to establish a relationship or association with the customer. Listening makes it easier for the salesman to converse with the client as s/he is able to comprehend issues effectively. Salesmen are advised to ensure that they develop their listening abilities through offering their complete concentration to their clients and retain eye contact with the client (Green 98). Consequently, a salesman is advised to seek clarification of the statement or arguments brought forward by the client to ensure effective comprehension. A salesperson in the residential renovation industry is ought to listen to the client genuinely and openly. S/he is ought to consider the fact that the whole process is client based, so every attention should be focused towards the client. Listening to the need s of the clients ensures that all renovation work or sale conducted on behalf of the client meets his/her requirements. To elucidate the ‘how’ to listen, Green posits that: Active listeners have a good perspective of, and a strong handle on, paraphrasing, restating, summarizing, responding to nonverbal messages, and responding to feelings. These active listening techniques enable salespeople to hold three important things in their grasp. Listening results in a better understanding of what prospects are saying, listening causes a greater flow of information from prospects, and is the basis for tailoring a sales approach that matches the prospect (97). Listening makes it possible for a salesperson to grasp information and details presented by the client that are beneficial in establishing and putting forward resolutions geared towards benefiting the organization dealing with residential renovation services. This is attributed to the fact that through listening, a salesman has a chance to identify and ascertain the feelings and thought of a particular customer on a particular issue of activity. The information gathered by the salesperson can subsequently be incorporated in chatting the way forward to meet the requirements of the client. Listening helps both the client and the salesperson to build conviction and confidence towards each other. Subsequently, listening helps the salesperson to ensure s/he preserves and upholds the name of the organization. Poor listening skills mean that the client will not be satisfied with the quality of services provided by the salesperson and the company in general hence tainting the image of the company. It is also important to posit the fact that many institutions or companies in the residential renovation industry associate and create business liaisons, bonds, or affiliations through communication (Green 95). Therefore, listening is a key factor in comprehending the needs and requirements of business partners. Instances where a salesperson and the client listen to each other effectively are less likely to lead to misunderstandings. In the residential renovation industry, there are instances an individual is given the responsibility to renovate a house for a client. In such a case, the salesperson is involved in negotiating the terms and sells the services of the company s/he represents. It is important for the salesperson to carefully listen to the instructions given by the client as it reduces the chances of misunderstandings or differences in opinions. Listening is not only important between a salesperson and a client, but is also necessary in the development of work relationships within the industry. Within the industry or organization, listening makes it possible for individuals in leadership positions to effectively comprehend the desires and requirements of workers. Meeting the requirements and desires of each and every worker boosts motivation and subsequently increases or elevates productivity. Becoming a good listener in salesmanship entails individual identifying impediments that affect listening. Individual preconceived notions and narrow-mindedness are the most significant obstacles or hurdles in listening. Other hurdles include the failure to comprehend what a client is saying, apprehension or anxiety, inability to concentrate, and lack of interest in whatever one is doing (Green 98). In conclusion, listening is important in ensuring the success of salesmanship in the residential renovation industry. To become a better listener, a salesman is ought to pay attention and listen to the other individual before talking, he should exercise tolerance, persistence, and shun complains as well. Listening is imperative in the institution of valuable and flourishing associations and relations within the workplace particularly in the residential renovation industry. Through listening, a salesman is able to ascertain rapport or friendship with the client. Listening also makes it feasible for a salesperson to seize information and details offered by the client that are valuable in launching and putting forward resolutions geared towards promoting residential renovation services. Works cited Green, Thad. Developing and Leading the Sales Organization. Westport: Greenwood Publishing Group Inc, 1998. Print. Read More