TWO EARS ONE MOUTH
My clients who are the most successful are expert question-askers.
Active listening is a skill we learn (at least I don’t THINK there is a DNA strand for it) over the years.
Which sounds better to you:
“We can provide the best service” or “What is most important to you”?
“It’s time for you to go to bed” or “Would you rather go to bed now or in 10 minutes?”
Are we product/service peddlars, or are we problem solvers?
You’ve all heard me say “The Quality of the Conversation is based on the Quality of the Questions Asked.”
Which of the following skills do you need the most work on right now:
1) Learning what questions to ask
2) Getting over seeming unnatural at asking questions because I’m not used to it
3) Listening to the answers
4) Understanding the answers
5) Asking questions to clarify the answers
6) Not sounding like you are interrogateing the customer
7) Knowing how to answer a question with another question without sounding disrespectful
Knowing how to use questions to close the sale.
9) Breaking the habit of talking to much
10) Other
The answer to all these questions is in practicing.
1) Powerfully scripted questions must be written, internalized, and adjusted for your personality and style.
2) They must be practiced often (preferably daily) with someone who can give you honest feedback.
What ways can you think of that might help you turn your talking into active listening, and help you close more sales? There is a reason God gave us two ears and only one mouth.
Coach Julia
