So You Think You are a Good Listener?

Source: Rain Today

Ask clients what their needs are and they’ll tell you. But if you’re listening for a clue to how you can help them, you won’t hear what they want you to hear. Clients don’t really want to talk about their needs, or about your ability to serve them. They want to talk about themselves. But asking them to talk about themselves is perceived as politeness. It shouldn’t be hard to get most people to talk about themselves without asking. But then you have to listen, solely for the sake of listening, not for the sake of making a sale.

This may help them develop trust in you. And that may lead to a discussion of needs and how you can fill them.

For the complete article, click here and choose the article The Art of Listening, Remembering Names, Planning For Next Year and More, 12/05/07.

From Rain Today www.raintoday.com.

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