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Active listening facilitates receiving the feedback from target doctor or client and clarify any vague or conflict about the medical rep. call , so it has a vital role to solve problems those make a barrier for a client to prescribe a product.
When talking about sales skills, the first thing that comes to mind for many is asking questions. To listen actively and thoroughly takes concentration, hard work, patience, the ability to interpret other people’s ideas and summarize them, as well as the ability to identify nonverbal communication such as body language. Listening is a both complex process and a learned skill; it requires a conscious intellectual and emotional effort.
Every customer matters, and listening is one of your best ways to show that you understand what that means. You have to be as interested in solving the customer's problems as you are in getting your message across and the only way you can show that is by actually listening to his concerns. For example, you may have heard the same concern from a hundred potential customers before, and you may have had to address them just as many times. If you allow yourself to appear bored, agitated or impatient every time that concern comes up, your customer may think that you don't take him seriously.
Simply, if you don't listen as much as you speak, you'll never reach a mutually satisfactory conclusion.
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