Sell More by Listening Better?
During our coaching calls with students we are always stressing the need to be an effective listener. We all like to talk and show everyone how knowledgeable we are about a subject. In this business, yes we do have to talk, but there are times we need to not talk and just listen!
The better listener you are the more houses you will buy. Especially when starting out in this business we talk and talk too much and even sometimes talk ourselves in and out of the deal.
Many people have said for many years we have two ears and one mouth! There is a reason for that, we should be listening twice as much as we are talking.
I have added 10 principles for effective listening:
- Stop talking. Clarify the message to ensure you received it accurately.
- Prepare yourself to listen. Relax and focus on the speaker, putting other things aside.
- Put the speaker at ease. Use nods and other hand gestures or words to encourage.
- Remove distraction. Focus on what is being said. Avoid doodling, shuffling papers, looking out the window, etc.
- Empathize. Attempt to really understand the other person’s point of view. You may not agree but at least listen to them.
- Be patient. A pause, even a long one does not necessarily mean the speaker has finished. Especially with motivated sellers. Talking about their situation may be difficult. It may take some time to formulate what and how to say it.
- Avoid personal prejudice. Be as impartial as possible. The speaker may have some personal habit or saying that may distract you from what they are really saying.
- Listen to the tone. Volume and tone both add to what someone is saying and help you to understand the emphasis of what is being said.
- Listen for ideas not just words. You have to understand the whole picture, not just bits and pieces.
- Wait and watch for non verbal communication. Gestures, facial expressions and eye movements can be very important. Listen with your ears as well with your eyes to pick up additional information being transmitted by non verbal communication.
Listening to sellers is very important and it is a skill to be a great listener. You may have to practice at this if you are a talker. Believe me I have seen students get a deal and lose it because they talked too much. I know everyone gets excited but sometimes we have to avoid getting too excited.
Sometimes we have to read between the lines. To really understand what they are saying.