All
Ears
We all know that
good listeners make good sellers. The prospect is always going to
tell you what you need to know to sell him/her. But, what makes a
good listener?
Hereís the
secret to better listening: you just have to become
ALL
EARS.
Asks
questions with open-ended answers. Stay away from yes/no
questions.
Lean
forward. Keep your arms un-crossed. Listen with your whole
body.
Listen
for items the prospect mentions more than once. These are the points
that are most important to the prospect.
Eye
contact reinforces that you are listening. Look your prospect in the
eye.
Act
as if there is nothing more important that what that person is saying
at that minute. (This is true of course, in terms of your
income.)
Refrain
from interrupting (a particularly difficult one for me), no matter
how important you feel your comment is.
Stay
focused on the prospect and what he is saying.
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