If you know how to listen to people, you can make a sale.

It's true, think about it. Have you ever tried to convince anybody to do something they weren't sure about? Have you talked your child or partner into doing a chore they were not keen on? I bet the answer is yes! And the point is that you made a sale!

Gone are the days of the archaic sales person; you know the one that pushed you into making a purchase you didn't want and making you feel dirty and cheated in the process!

We have come a long way with sales and the psychology of how to achieve that sale since then. Today sales are accomplished by developing your listening skills, and learning to empathise. Once you've done that, the sale is made.

In today's information age where the internet, chat rooms and the social media dominate, most people know what they want to buy and they know about the product/service before they arrive at the sales person. Hence why a sale is often determined by the type of service you offer your potential customers.

Sales with a consultative approach are by far the most effective!

So how do you engage a customer to buy from you?

First you need to listen to your customer and learn about their needs and offer them the customer service they demand.

Recent research shows that it takes around eight engagements, whether it is via phone, email or face-to-face, before a prospective customer will actually buy from you; every contact with the customer must be an enjoyable and authentic experience for both parties.

The Initial contact is one of the most important, regardless of the medium used. Ensure you have a smile on your face, even when you speak on the phone. Make the potential customer feel at ease and make personal contact. A few courtesy questions can go a long way. Ensure you listen and engage - your potential customer will know if you listen and really want to get to know them.

Listen to what the customer is asking for - they could be describing a certain product or service. As a sales person you will need to understand each customer's situation, goals and greatest challenges and/or problem. It is only when you know the client's needs that you can you offer a possible solution. If you don't listen you will not know what they want; if you don't know what they want you will not make the sale.

If you have what they want or need, then you can close the deal. Tell the customer how they can get what they want in a fair and reasonable amount of time: offer to process the payment and arrange delivery. If they won't commit at the time then ask if they would like further information or a follow up call (at an appropriate time). Make it as easy as possible for the customer to pay/sign and close the deal.

If you can't help them, offer them an alternative supplier; great service has its own rewards. And remember to treat other people as you like to be treated yourself - always.

Always listen to your customers needs, build a rapport and make it as simple as possible for a customer to purchase your products and watch your sales soar!

Tina Clark is a director at the Australian Women Chamber of Commerce and Industry. She is a small business specialist, having helped thousands of small business owners secure funding for capital expenditure. Tina has facilitated financial transactions from the simplest to the most complex.