Effective Listening

So many good salespeople today rely on their extraordinary ability to communicate that they fail to listen effectively.

Effective listening is often a skill that is overlooked by salespeople, we want to talk. Listening can be a key ingredient in identifying what the buyer is interested in and not.

I have seen so many good salespeople that are excited and extremely knowledgeable about their product that they cannot wait to tell you all about it, regardless if you are interested or not.

Do not become one of these robots. Ask open ended questions, like," Why are you moving?" " What is important to you in a home?". After you ask the question, pause and really listen to the answer. Often times the answer to these questions will lead you to the real reasons a person is looking to buy.

Impress your clients with your ability to listen, not talk. It will benefit all involved parties.

Greg Davis