Have you ever had the experience that the person you were talking to wasn’t listening to you, but formulating their next question or statement before you finished talking? How did this make you feel? When you don’t listen to others, it makes them feel like you really don’t care about their point of view or opinion.
The biggest communication challenge people have is listening too little and talking too much. You never learn anything when you are talking. You can’t learn what your prospects need, want and care about while you are talking. You must learn to listen, and truly hear what they are saying.
In order for you to provide solutions to your prospects problems you must first know what they are. You must build rapport with them and they must get a sense that you are interested in resolving their discomfort. If you listen carefully to your prospects, they will tell you exactly what to say, and do, to get them to take action.
For some it will be the value of your products and services they need initially. For others, it will be the opportunity of your business to create income and possibly more time. No matter what they are dissatisfied with, your business probably has the solution for it.
Remember that your pain, is not necessarily their pain. Your prospects are not particularly interested in what the products, services and business opportunity have done for you, until they know how your products and services will alleviate their specific challenges. You may want more time and money. They may want better health and peace of mind. If you approach your prospects with the fact that your products and services gave you more of what you wanted, but exclude how the benefits will help them get what they want, they will not engage either as a customer or an associate on your team.
You have one mouth and two ears, use them in that proportion – solve their problems not yours. Asking high yielding questions to get them to talk and they will tell you what they need and how your products and services can help them to meet those needs.
