We have all heard the saying about not judging people until “you have walked a mile in their shoes”. But it is a really useful approach to take when selling your own product or service. Getting a good understanding of your prospect’s needs and expectations will enable you to present them with the ideal solution and so get you their business.

Great sales people are first and foremost also great listeners. They take the time to listen and fully understand their customers. They build a relationship on trust and knowledge, and once a sound foundation is built they become the “go to” guys for future purchases and also get referrals as word spreads. Being able to get regular repeat business is a fantastic position to be in and is often the result of having really understood and met your customer’s expectations and wants.

As I received a call this morning from a company selling payment by card facilities for small businesses I thought about how well he listened to what I was saying. I’m sad to say I don’t think he did listen very well as he was determined to stick to his script regardless of which direction I wanted to go in.

Scripts are really important but are not the be all and end all, instead they should be a framework and have the flexibility to go with the conversation, rather than dictate it. For a telemarketer listening is even more vital, as there are no physical signals to follow. Great telemarketers adjust to their prospect’s style, within seconds of starting the call and use their script intelligently, building rapport quickly before making the sale.

So next time you meet a possible new client or pick up the phone to make a call, remember to first and foremost listen and then demonstrate how you can meet their requirements and the business will soon follow.

I am a very lucky man because I am surrounded by positive people doing positive things. Of course that is the nature of what I do, in that my clients are generally people who are keen to take positive actions to improve their businesses and their lives, and as a result I am constantly seeing and hearing things which make me feel good. Business owners making excellent profits, or finding more time to relax and be with their families, or simply having more fun in their business because it is working so much better.

For those of you who regularly read my blog, or who know me anyway, will know that I am the eternal optimist, and always look for the plus side in every situation. However, it really helps to have other like minded people around me, who will also be looking for positives. So it is incredibly important to ensure that you associate with people who help to raise your spirits, not those who choose to bring you down.

I’m never quite sure how it works, but it seems that people find it much easier to be influenced by the doom and gloom merchants, than those who seek to look for good things, however dark the future may seem. In other works people are very quickly pulled down into despair, but really struggle to allow themselves to feel good. Therefore avoid the “Eeyores” of this world, and stick with the “Tiggers.”

Your environment and your attitude and general wellbeing are what you decide you want them to be. If you decide you want to live in a world of depression it is simple enough to do so. But if you would rather feel happy, then first find the right people, say the right things, and above all take the positive actions that will help to improve your world.