Improving Listening Skills
Pretend you’re a real estate agent, showing a five million dollar home to a nationally known sports star. This sports star and his beautiful actress wife really like the house. If the sale is made, the commission will allow you to buy a new luxury car and pay off a lot of bills. As the sale is about to be closed, the athlete’s cell phone rings and his smile turns to a frown. He has just been traded and will be leaving town. He relays the message to his wife who breaks down and cries. Question: how old is the real estate person? Give up? It’s not a trick. You might want to re-read the scenario. It says pretend you are a real estate
sales person. So how old are you? Okay, it was a trick, but no trickier than listening to your clients whether you’re on the phone or in person. Listening is an art, not a science. While we usually can hear prospects or clients, the real question is if we’re really listening to them. You might think listening is easy. After all, doesn’t everybody listen? Listening isn’t the same as hearing. Think about a commercial for a product you have no interest in. It’s easy to tune that information out, isn’t it? Hearing is one thing, but listening is another. While it’s easy to hear what the client or prospect says, great service begins with great listening skills. Here are our six steps to becoming a better listener…
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