We can all agree that trust is one of the most important factors for successful agents.
As salespeople we so easily get into selling ourselves to people, hoping that we are telling them everything that we may think they want to hear. Often we can end up dominating the conversation with a new prospect. Let’s face it, it’s just part of a salesperson’s nature.
If trust is the goal, asking questions in an authentic and genuine way can actually shorten the trust-building process. The goal is to authentically get to know someone and understand who they are. Try to fully engage someone by asking about their passions, hobbies, and the things they really care about.
Many times there are awkward silences or lulls and we might try to fill that time with meaningless conversation. Just remember that silence is golden! Take that time to actively listen to everything a person may have to say and wait for the right moment to ask great questions.