Listen Louder

The Power of the H.E.A.R.© Technique in Sales

Ever come across situations where customers aren’t really sure what they want? If so, here’s a tool I created that I share in one of my seminars to help H.E.A.R.©  your customers. Simply ask:

Happy – What are you happy about with the current product or service you’re using?
End – What would you like to end – what’s not working with this current solution?
Awesome – What would be awesome – what would be your ideal solution?
Restrictions – What’s are the restrictions – obstacles getting the way of this solution?

Asking these questions helps customers clarify in their own mind what they really want. You can then come-up with a solution to satisfy those needs and address any obstacles. In other words, when you take steps to H.E.A.R.© your customers, you are listening louder. It helps them see you as their Trusted Advisor.

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Jeff Mowatt is a customer service speaker, customer service training professional, award-winning speaker, and best-selling author.