When coaching businesses I (unfortunately) have found that Listening seems to be a lost art.
Arguably the most important thing we could do for world peace. Want to change the world”¦then listen.
Listen as if your life depends on it.
I beg you”¦listen!
Do not speak but”¦
ËˆlÉªsÉ™n/ Show Spelled [lis-uhn]
1. to give attention with the ear; attend closely for the purpose of hearing
2. to pay attention; heed; obey (often followed by to
3. to wait attentively for a sound (usually followed by for
4. to give ear to; hear.
Listening = power.
Why? People who are heard are given permission to be engaged. If you engage the audience, you have a much better chance of being followed. You have two ears and one mouth, listen twice as much as you speak!
I have been wildly successful as a salesperson. And the people I have trained in sales have been wildly successful. The reason”¦they honed the art of listening. They understand the art of controlling a conversation is by asking questions and uncovering the objectives of their clients. This always means they will not be the ones doing the majority of the talking.
They DID NOT speak about themselves. Just asked lots and lots of questions. Were very curious. Curiosity helps you to be tuned into what your client’s want, where their pain is, and what your business role will be to solving issues.
When was the last time you were really genuinely curious? There are tons of follow up generic questions I have sealed in my brain that always helps me dig deeper with clients to truly uncover my client’s objectives.
- Tell me more about that?
- Anything else you care to tell me about?
- How did you feel when that happened?
- How did that effect your business?
- Tell me more, tell me more, tell me more!!!!
The most successful salespeople have the questioning art of an attorney, jealous spouse, doctor and detective all as a part of their pedigree. Even more importantly they understand that a sales call isn’t about them or their product. It’s about the client, more importantly the client making his or her business a part the solutions.