Techniques for Trust-Based Selling
If you’ve been working in sales for even a short time, chances are you’ve heard the term “active listening.” If you’re not familiar with it, active listening is when you “listen and respond to another person to improve mutual understanding.”
With active listening you become attuned to your customer's thoughts, feelings, and underlying concerns, retaining the information for later. It's an essential building block for creating a compassionate relationship with your customer.
Let's look into how to use active listening a bit more.
Active Listening Explained
The key to active listening is being able to adapt to what the person is saying.
Many solar sales professionals are great at listening, however, their sales software can often prevent them from adapting.
For example, let’s say that you ask the homeowner for their electricity bills and they don’t have them on hand, but they say, “I’m not sure. I think it was about $250 last month.”
In many cases, this would be a blocker to creating an accurate solar system for the homeowner. However, using Sales Mode, you can enter that $250 for the month and Aurora will figure out the rest for you. Aurora takes into account the time of year, comparable electricity rates in the area, and more to give you an accurate estimate of the homeowner’s consumption.
And the best part? You can show the homeowner how all this is done in real-time. Thereby creating transparency and increasing your credibility.
Listen and respond to improve mutual understanding.
In Sales Mode
With Sales Mode's Bill Overview you can present savings information to homeowners in a way that anyone can easily understand, and adjust on the fly if they want to make changes.