ByOnlinecourses55
Listen to your customers - coaching sales
A coaching session should not be a monologue in which the coach displays his or her knowledge, if there is no verbal exchange between the client and the coach, it is almost impossible to identify the client's needs and meet them effectively. Unfortunately, many coaches make the mistake of not giving their clients the space they need to express themselves honestly and communicate their expectations and aspirations.
Developing listening skills is essential for any good communicator. It is crucial that you are attentive to what your client is saying if you want your sessions to be as productive as possible. Below, we will explore some key aspects of the importance of listening to our clients.
During coaching sessions, it is vital that you prepare an environment that allows your client to express themselves freely. Although the conversation may stray into less relevant topics at certain times, you must have the ability to discern between information that is valuable and information that is not.
Great teachers and speakers place great value on the ability to listen, as it is essential to know to whom the knowledge you wish to convey is intended. Organize your coaching sessions in such a way that there is always a space for the client to express themselves without feeling pressured or guided. This will be their opportunity to share what they want or raise concerns.
Questions are an essential tool in coaching sessions. The quality of the conversation depends on the nature of the questions you ask. For a smooth dialogue, avoid questions that are answered with a simple "yes" or "no", instead, opt for questions that invite a more elaborate response. As the customer explains his or her perspective, you can participate in the conversation by reinforcing his or her opinion or contrasting it with your own point of view. The goal is to generate a discussion that delves deeper into the client's interests and perceptions.
A conversation doesn't always flow smoothly, it's natural for tense moments to arise, especially when dealing with topics that are sensitive or complex for the client. If you identify that the conversation has reached a tense point, the best thing to do is to try to de-escalate the situation to resume the dialogue in a constructive manner.
To ease the tension, try temporarily changing the subject to something more trivial that does not require the client's active attention and allows him or her to relax. Once the tension has dissipated, you can gradually introduce the complicated topic, assessing the client's reactions at each step. Your goal is for the client to remain receptive to the conversation, it is essential that you observe the client's attitude throughout the session.
If you feel it is most appropriate to postpone the session to ensure quality communication, do not hesitate to do so. It is better to waste a little time than to spend it uselessly trying to help someone who is not ready to receive help.
