Hi, welcome to Debbie’s Daily Tips. Today we’re going to talk just a minute about being a great listener.
You know I was at an event today and someone came up to me, very, very, talkative. So talkative, oblivious to the fact that they were commanding all the moments in the room with their talking, right?
And people are standing in line waiting to get to me and they’re just talking and talking and talking, and part of what they were talking about is while they are a new agent, they’re so confident that they’re going to be a great salesperson because everyone’s always told them they’re such a great talker.
You know, I took them to the side a little bit later and I said to them, “I want you to think about something, it’s so much better to be a great listener than it is to be a great talker.” Now part of being a great salesperson is being a good communicator. That doesn’t mean filling the room with your words, instead, it’s paying attention, asking great questions of your prospects, questions about things that matter to them, really listening to their answers, taking it all in, absorbing it.
So I want you to think about that this week as you work with your clients. Think about the who, what, where, when, why and how.
So who are they? What are they looking to accomplish? When do they want to be there Where would they like to go? What are the concerns in their mind? Who are they talking to? How will they be persuaded or make a choice to choose you?
All constructed around great questions designed to get in their heart, to get in their head so that you can assist them in the best way possible to achieve the goals that they have set.
Now I will warn you when you take your DISC assessment, if your I is up in the high 80s and the high 90s, probably your friends and family would agree with me in telling you, you probably should talk just a little bit less.
On the other hand, if your I is very, very low, you may need to push yourself to get in the habit of talking a little bit more and by talking I mean, asking great questions, questions that will unlock their motivation, their frame, and their fears and put those on the table, so you can help them.
You know I have a great affirmation that I’ve always loved: my job as a great salesperson is to help people overcome their natural fear and hesitation to achieve the goal that they have set. So to do that, we need to know what their goals are. So ask great questions.
Alright, guys, make it a great day and I’ll talk to you very, very, soon.