Don't Talk, Listen!

I have found that the best conversationalists are the best listeners. The same holds true with salespeople! Review the following tips to see where you might have room for improvement.

Maintain eye contact.
This does more than show the person you're interested; it helps you to concentrate on what they say.

Ask relevant questions.
Do you assume you understand, or do you make sure by asking questions that confirm statements?

Avoid distractions.
Rearrange your seating if the sun is in your eyes. If it's too noisy in a room, do what you can to cut down on distractions. This includes turning off your cell phone. Don't divide your attention.

Take notes.
You can't remember everything! Carry a pad and pen with you wherever you go. However, don't spend the entire conversation looking down at your notes. Learn to write and look them in the eye at the same time.

Don't try to multitask.
While you might think it's a time-saver to finish up one task while someone is talking, they will feel completely neglected. Maybe you won't miss a single word, but their confidence in you will be shot.

Really listen to what they are saying.
Use this as an opportunity to get to know your clients on a more personal level. Resist the temptation to talk about yourself, and turn the focus on them instead. Pick up on little clues they reveal about themselves,such as a family situation, favorite sports teams, financial investment strategy, etc.

Ask someone close to you to rate your listening skills. Listen carefully to the feedback you receive - you might be surprised by what you hear!

Call me when you have a client who needs special assistance in obtaining their mortgage loan.