When you listen, you do more than listen with your ears. If humanly possible, turn directly toward the
person speaking and forget forms, data, product samples, or anything else. Look your prospect in the eye and watch for those nonverbal clues that give insights into the person speaking. Notice the gestures, the way the person sits or stands, the smile or frown-anything and everything indicating the frame of mind at that particular moments.
Listen to "the way" the person is speaking-the
speed as well as the tone of voice and intensity. Listen emphatically always asking yourself how you would feel if you were in the prospects shoes. And listen with an open heart as you carefully observe the speaker's emotional involvement in the words chosen.
Most important, do not interrupt, and never finish a phrase, thought, or sentence when your prospect pauses.
Listen to "the way" the person is speaking-the
speed as well as the tone of voice and intensity. Listen emphatically always asking yourself how you would feel if you were in the prospects shoes. And listen with an open heart as you carefully observe the speaker's emotional involvement in the words chosen.
Most important, do not interrupt, and never finish a phrase, thought, or sentence when your prospect pauses.
Talking is sharing, but listening is caring.
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