Stop thinking and just LISTEN
This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
I just listened to your most recent training on sales…and it was spot on. I felt like you were talking to me actually. I really struggle with staying present and listening to my prospective clients. I find myself trying to think of more questions while they answer the one I just asked, and in turn, I’m just not listening to them. And if I don’t listen to them, they can probably feel it. And I’m certainly not making their needs a priority. UGH!
What is going on, David?
I LOVE this question!!!
As I said in the training, if you have issues around:
• asking people for things
then you are not employing the impression of increase because you are communicating a double binding message. That double binding message is a) I want to help you, but b) I’m not confident and I don’t care about you.
And you will lose the sale.
Every. Single. Time.
So, the key here is to get very real with yourself.
What are you afraid of? Are you worried you’re going to say the wrong thing or get stumped?
This is what you need to become aware of because:
Listening is THE KEY in any sales conversation.
There are SO MANY clues people give you in their voice.
A tonal change, a sigh, clearing of the throat…all give you CLUES. All those things mean something. Knowing how to listen allows you to read between the lines, know what to ask next, and to see what’s really true…and what’s not.
If you’re really serious about “fixing” your sales issue, you may want to consider applying for my upcoming program called The Psychology of the Sale. It’s by application only, so I’m not going to waste your time by giving all the details here. If you want to know more, click here to submit a short application.
In the meantime, when you’re in a sales conversation, focus on how you can help THEM.
Breathe and listen. You’ll know what to ask next. Detach from “getting the sale” and then, attach to helping the person on the other line get clear on what their next steps need to be to get what THEY want.
PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my brand new podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.
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