Listening – for some reason, when someone opens up and shares, and you listen while expressing sincere interest in them and their message – rapport is established.
I remember one time being at an event and someone came up to talk to me. This person had followed me online for a while and was so excited to meet me in person.
They talked and I listened.
Afterward, another leader said to me, “Boy you’re way too generous with your time.”
Little did that other leader know, this was one of my secrets to success.
If you were listen into my prospecting calls – you might be surprised at how little talking I actually do.
The vast majority of the interaction – is asking questions and listening to what the other person is saying.
I remember going through a prospecting training one time where the trainer said you should get on the phone and off the phone as soon as possible.
This may be good advice when you’re just getting started and you’re talking with people you already have rapport with.
But it’s not the best idea when you’re endeavoring to develop rapport with a new contact.
Of course there are always exceptions to the rule.
Sometimes you’ll connect with someone and you’ll instantly know, it’s not someone you want to invest time with.
Over time, you’ll get better and better at filtering out the wrong prospects.
When you get someone on the phone or in a chat who has a sincere goal and is willing to open up, some time invested in listening can have priceless returns.
Priceless monetarily because sales become easy when people trust you, and listening builds trust.
And priceless personally because you’ll learn things for your own life you can use.
Listening to 100 people is like reading 100 books.
You’ll notice patterns in peoples thinking, communication & habits that may have kept them from getting what they want in life.
These you can avoid.
You’ll also talk to people who have done great things and achieved significant success and through listening, you can learn from them.
These you can apply for yourself.
Priceless real world wisdom from the laboratory of life.
Jim Rohn said some people’s lives can be used as an example, other’s as a warning.
Listening makes it so you can profit from both.