Seek First to Understand

It cracks me up to listen to debates about job titles for Realtors, Stagers, Inspectors and what "exactly" to put on their business card. Everyone hates Salesperson, like that is the scum of the earth title. Then there is agent. That sounds too formal. Many like the word "Consultant"of some sort. Fair enough. But if you are helping buyers and sellers with a product or service you are in "Sales." There is nothing dishonorable about that although some think it has a bad stigma to it. I hear some say they are Marketeers, or in Customer Service, or are a Professional Advisor, BLAH, BLAH, BLAH. Trust me, you are in Sales!!

The term consultant probably is an ok one but with my simple brain I wish we could all use the kindergarten term "helper." How about Real Estate Helper, Staging Helper, Inspector Helper, Finance and Loan Helper? Afterall, this is a service business moving a product and that is what we do.

Which brings me to today's topic. How well are we doing at this helping thing? For many I see, not too well. That's because many forget we have ONE mouth and TWO ears.

Check the mirror sometime. It is true. In "selling" (there is that dreaded word again), we must FIRST,

SEEK TO UNDERSTAND!!!

Don't blab on about yourself so much. Ask a few questions of the client, then LISTEN, and the followup questions should be based on what you heard. Listen way more than twice as much as you talk. I think from Realtors at least, they want to keep telling you how great they are. BORING!!

The keys to being a great listener are:

* Ask good questions, then shut up and listen

* Maintain sincere eye contact and avoid physical and mental distractions

* Read between the lines and listen for what is "not" being said

* Re-phrase back to the client what they said for clear understanding

* DO NOT INTERRUPT, and pause till they are done speaking before you speak

* Take written notes to help that failing brain of yours

If you SEEK TO UNDERSTAND FIRST, and PAY ATTENTION you will learn more than you ever will with those lips of yours flapping in the breeze. You will also turn into that "trusted advisor" you so want to put on your website and business card. Above all, you will have achieved becoming a MASTER COMMUNICATOR.