Skillful Listening  

As is said, we are given two ears and one mouth.  Funny thing about that is, many salespeople seem to think that means we have to do twice as much talking to make up for the difference.

I want you to remember a very important quote that sums up the importance of what it means to listen.

"People don't care how much you know until they know how much you care."

Point blank, this means we have to get off the "we are the expert train" and realize that people are looking for professionals who will service them in a manner that makes them feel important, comfortable, and confident.  You can't make a person feel any of these things when you are so busy talking that you miss what the other person is trying to tell you.

There are some distinct advantages to being silent, which include:

 The other person talks, thus giving you the opportunity to take in vital information you may have missed.

 The other person talks, thus making them feel important and thus making them feel better about doing business with you.

Can you think of anymore advantages?

Ask yourself...what makes a good listener?