1. Focus - block everything out. Hone in on the other person.
2. Don't Craft Your Response - most of the time we are
thinking of what we are going to say next. If we do that we cannot really listen. It is important
to listen attentively. When they are done, then you can pause and craft your
response.
3. Listen for Tone - non-verbal can commutate a lot. Listen
if they are getting more excited, fearful or anxious. Is the tone in conflict
with the words they are using. People buy emotionally. If they are anxious
fearful or anxious they will not buy.
4. Listen for what is Not Said. Often we get caught up in
hearing what we like. Often prospects don't tell us everything for a variety of
reasons. Listen to what is not being said. You can bring it up and ask
questions about it.
5. Don't Interrupt - one of behavior prospects don't
tolerate. Be patient. When you allow them to speak you are giving them a gift. It
helps them feel more comfortable and relaxed. The more at ease they are with
you, the more likely they are to buy.
6. Ask Them to Repeat - if you missed something or need clarification,
ask them to repeat it. We are afraid we might sound stupid. However, the opposite is true..it conveys that
we really want to understand. This can
help them feel more understood, improving relationship.
7. Take Notes - write it all down and review it. If prospect
is talking for a while, record everything. It gives you a written record. It
also shows a non-verbal message that what they are saying is important to you.
Also conveys the idea that you are professional. Doctors and lawyers take
notes. When you take notes you come across as a professional
(from: DonCooper.com)
