Listening is more important than talking
How we listen determines how clients talk to us. Listen as though your client could be the next Prime Minister. Listen as though they are extraordinary. Take notes to show their words are important enough to you to cherish.
This creates an aura of respect from client resulting in a more open discussion.
Have you ever spoken to someone who constantly looked over your shoulder or interrupted to tell you their opinion? It made you wonder why you tried to communicate in the first place. Compare that to the one who listened with great interest. Someone who made eye contact What did you think of either of them and who did you share more information with?
Listening will create respect and provide more information. Your turn to speak will come later.
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