We are born with two ears and one mouth. Which should give you a clue to what we are built to do, BUT generally do not, and that is LISTEN.
If you want to build great, lasting, relationships with your clients and others there is no faster way than by listening.
A benefit of listening is that it builds TRUST in a way that is impossible to do by talking and is a vital tool in professional selling. And we are always selling. Whether it be a car, a house, what movie to go and see, or who is going to go down the road to get the bread and milk on a Sunday morning. We are always selling.
Feedback from buyers is that – the biggest irritant to them – is the salesperson talked too much.
Other buyers reported that a GOOD salesperson listened to them and was genuinely concerned with helping them and meeting their needs.
Another benefit of listening is that it lowers a customers resistance and natural nervousness around salespeople. By asking good questions and listening intently to the answers you will also reduce tension and defensiveness in the customer. And they will be more open to taking your offer seriously.
Listening is something that has to be worked on everyday – trust me, I do!
So today, listen to your work colleagues, friends, family, customers and clients and watch the difference in how they react to you as you start to build a reputation as a great listener.
Have a terrific week and remember – TWO EARS and one mouth.
Glenn “Dumbo” Edley
P.S. Last week it was pointed out to me by Maria that I hadn’t included any excellent women. I am not sure why that didn’t occur to me as I was proofing it 🙁
So here are some excellent women; my wife, my mum, Jessie Graff, Jessi Combs, Sara Blakely and Katherine Johnson.