Every salesperson out there thinks he is a good listener. But by women’s standards, you probably aren’t! In women’s gender culture, listening is a practice and an art. Men may be thinking, “How can you practice listening? Don’t you just sit there and pay attention?” Not if you want to make the sale to women!
Four Ways to Let Women Know You Are Listening
Salespeople need to show that they are listening. Here are four ways to communicate that you are listening to your prospect:
- Active Listening – Show that you understand what she’s saying by rephrasing her words as a clarifying question. “So you like this feature, but have reservations about that one?”
- Empathetic Listening – Show you understand how she feels, along with what she wants. Feeling understood is far more important to women than to men. “I get the impression that you’re pretty concerned about…” or “You’re really looking forward to…”
- Asking for Detail – Women desire to share details, so ask for them. “Tell me a little more about that.” or “Why is that important to you?”
- Non-Verbal Cues – While a woman is speaking, look at her face and watch for cues that tell you how to respond. Don’t look down or away, except to jot down notes. Nod occasionally to show you understand what she’s communicating.
For women, listening is something you actively do and an important way to participate in the conversation. Follow my four listening tips, and your women prospects will feel like you respect and understand them, which are two important keys to earning her business!