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Listening Wins Sales and Builds Relationships

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Listening Wins Sales and Builds Relationships
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"To be successful, you have to be able to relate to people; they have to be satisfied with your personality to be able to do business with you and to build a relationship with mutual trust."

-- George Ross, Star of The Apprentice with Donald Trump




There are books, articles and multi-day courses on listening and building relationships. There are audio/video-learning programs that include hours of instruction and a variety of exercises. They are all valuable and helpful, but what they teach can be distilled down into a key skill. Your mastery of these skills, through discipline and practice, is all you need to become an excellent listener and relationship builder, with all that that entails.

Listen Attentively When Others Speak
The best listening skill is to listen attentively and build your relationship. Lean forward; face the prospect directly rather than at an angle. Focus your attention on the prospects face, on his or her mouth and eyes.

Hang On Every Word
Listen without interruption. Listen as though you were hanging on every word the prospect was saying. Listen as if the prospects were about to give you the winning lottery number and you would only hear it once. Listen as if this were a million pound/any currency prospect who was just on the verge of giving you a major order. Listen as if there were no one else in the world to whom you would rather listen at this moment than this prospect, and to what this prospect is saying. This is relationship building that leads to success.


The Most Important Skill of All
The ability to pay close, uninterrupted attention to a person when he/she is speaking is the primary listening skill. It is the hardest facility to develop and is simultaneously the most important of all. It requires continuous practice and discipline. And it's not easy. It is hard to keep your thoughts from wandering, but the payoff is tremendous.

Listening Wins Sales and Builds Relationships!

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, imagine that your customer/friend/colleague is the most fascinating person in the world. Hang on every word as if he was about to place a million pound/any currency order.

Lastly, lean forward when your customer/friend/colleague speaks. Nod, smile, agree and be both active and involved. Listening builds relationships.

Life is all about learning and change, the day we stop learning and changing is the day we stop living and being successful!

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Have fun, learn heaps, and enjoy every step of your journey!

Listening Wins Sales and Builds Relationships

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