| Capture Your Prospect's Attention by Listening and Asking Questions |
Experts tell us that the average person spends 40% of a normal day "listening." What's even more frightening is that the average person also has a 25% listening efficiency! Do the math. That means that we spend less than 10% of our day in "engaged listening." (And not all of that is in conversation, when it really counts; you can listen to the radio and the television, too!)
Listening in this fashion is best described as paying attention and thinking simultaneously. If you pay attention, but you don't think, that would be a state of awareness; likewise, if you're thinking and not paying attention, that's simply a form of daydreaming.
What really gets people engaged is asking them good, smart questions and listening to what they say so that we gain understanding.
Why is this so important in sales? Find out in Sales Secret #3.
Send any questions, comments, stories, or sales problems to dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: You were to catch yourself talking too much. Did you? We have a natural tendency to get excited when others are interested in our products. You should redirect that energy and enthusiasm to finding out what's important to your prospects. This is tough to do, but it will keep them engaged and will give you a lot of important information that will help you later on to seal the deal!
THIS WEEK'S HOMEWORK: Be conscious of when you listen and when you "check out." When are you most likely and least likely to listen? Why do you think that is?
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