In our trainings (see link below for upcoming engagements), we do a card trick to demonstrate the greatest sales tip ever:
ASK a question… LISTEN to the answer… ASK another question (based on the previous response)… LISTEN to the answer.
Asking questions is the best way to do DISCOVERY, the best way to create ENGAGEMENT, and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!
Here are 3 quick tips on how to be a great listener:
- Get people to tell their story. Most people love to talk about themselves and share their stories with you. This is a perfect fit with out IMPACT –> INCOME | SHARE THE STORY –> PRESENT THE OPPORTUNITY. (It’s not just you who should share the story… but they should also share their story with you.)
- Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.
*It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible. - Totally focus. Actually sit up and engage with your eyes and ears as you focus on exactly what the prospect is saying.
Download our For Impact Guide to Power Questions and Transition Questions. Then:
ASK… LISTEN… ASK… LISTEN.
Note: Read the article ‘Are You Listening?’ in Selling Power for 8 more positive listening skills, and another FI blog on Asking the Right Types of Questions.
To see the card trick live, come to our Boot Camp!
