Why Being Absorbing is Critical for Sales Success

Life is 10% what happens to you and 90% how you react to it.

Charles R. Swindoll

When you are working with clients, customers, employees, and even in your day-to-day life, being absorbing can be critical to successful communication. Being absorbing really just means that you are taking in and fully engaging with the conversation. Like a sponge, the experience is being soaked up, absorbed, and then utilized.

When we are not absorbing a conversation we can find it difficult to fully engage with the person we are talking too. This can be detrimental when that person is a client trying to explain their needs to you. Here are some tips for being more absorbing in conversations:

LISTEN more than you speak. What they are saying is important. How would you know what they need if you don’t let them tell you? Selling is more about satisfying needs than blaring off features and benefits!

ENGAGE your intuition. This means learning to listen with your instincts. Your instincts can be critical for working with clients in the moment. Your gut is also an important part of assessing risks. Not everything can rely on logical analysis.

Listen to how they are REACTING. Being successful in sales involves understanding spoken and unspoken cues. Your clients’ reactions can tell you a lot about how they are feeling and/or thinking, even when they don’t want to directly voice these feelings aloud.

Avoid DISTRACTIONS and/or disengaging at all costs. Yes, that also means mobile devices. While phones and tablets are tempting tools, sometimes a good ol’ pen and pad is the best option.

Being absorbing in a conversation is not optional in the sales world. In every sentence there are important clues to the puzzles that is your client’s solution. Don’t ever lose sight of the fact that, while profits and end-goals are important, your first priority is providing solutions to your customers.

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Trushar Mody is BUSINESS STRATEGIST, SOFT SKILLS TRAINER, OUTSIDE-THE-BOX THINKER AND THOUGHT PROVOKER. He is a Warehouse of knowledge and wants to share it. His passion lies in teaching  Wholestic Learning and Emotional Intelligence.

Trushar Mody is a role model who has extended himself to help others along their own journeys. He works from his passion of helping people live their lives with purpose and without fear. He is a managing partner and senior trainer at Encore Consulting Group.