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Kerry
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 with Kerry Daigle LISTENING WILL OPEN UP YOUR WORLD I never thought Maw-Maw Daigle would teach me how to sell. Later in life I realized that she taught me more than any seminar, book or audio program ever did. She taught me that if I listened and asked the right questions, I could resolve any conflict and help people solve their problems. Without knowing it at the time, she also taught me that I could close any sale using the same technique. On the porch I learned the most valuable lesson for my success. Maw-Maw always said: "God gave you two ears and one mouth for a reason." Paw-Paw added: "Never pre-judge anyone. Sometimes first impressions can fool you. You never know who or what they know or where they can lead you." At times you may need to listen to what you believe are poor opinions. You may want to say: "That is the dumbest thing I have ever heard. Why don't you get on out of here?" In those moments, we need to train ourselves to listen and respond, not to react. If we pause, pay attention and listen, we gain something from another person. If we don't, we never will. We may as well write them off. Paw-Paw often told me: "Never pre-judge anyone, at anytime. Listen and ask the right questions so you can learn more about them and their background. They may be the person to bring you to the next level in your life or business career. Always 'listen', don't just hear what they have to say." We should never pretend to know what we don't, nor feel ashamed to ask and learn from people from all walks of life-blue collar to white collar and everything in between. We must keenly hone our listening skills. Everyone you meet loves to be heard, to speak about themselves and their backgrounds. If you start a conversation with the right questions, people will give you all the information you want. Is it hard to develop listening skills? You bet! Recent research showed that working parents listen to their children an average of one hour a week. Husbands and wives spend less than one hour a week in meaningful conversation with each other. We have serious work cut out for us. I am sure you heard me say this before... "People don't care how much you know, they want to know how much you care!" This simple statement implies that people don't want to listen to everything you know, but would rather be heard, acknowledged and noticed. Listening shows we care. Telling someone we care about them isn't as effective as listening to their needs, goals, dreams, desires, and thoughts. When we talk to them, regardless of our intentions, it's about us. When we listen, it's about them and it shows how much we care. When people you speak to know that you care about them and their goals, they will strive to give you what you need. Zig Ziglar, the famous motivational speaker, often says: "Give enough people what they want and you will receive much more in return." If you listen to someone else's life goals, opportunities will open up for you. Ask yourself this question: "Do you listen to what others have to say or simply wait for your turn to talk?" Try this experiment. Say something nice to someone today, then ask them about themselves. Be curious, not threatening. If you do this on a regular basis, shift from talking to listening, a whole new world will open up for you. Your personal relationships will grow, as will your business. Maw-Maw preached to me regularly: "God gave us two ears and one mouth." Most of the time the reverse appears true. Recently, I spent some time with a salesperson whom we will call Bob. Bob told me about an interview with a promising sales prospect whom we will call Jim. Bob wanted to have Jim work with him as an independent representative selling Bob's product line. Bob started talking about the benefits of running his own business in the convenience of his own home, so he could be with his kids and wife on a regular basis and would have the ability to work locally therefore not having to travel much. This is what drove Bob towards his business. Jim, the gentleman being interviewed, had incredible potential but offered resistance to what Bob was saying. Bob reacted immediately to each of Jim's comments. Jim kept resisting. Finally, Jim shouted out to Bob: "I could never work with you. My kids are all grown up, in their mid 20's, don't work or go to school and don't want to work or go to school and constantly ask me for money. I want an opportunity to travel ,start a new life, meet new and more people and grow personally. My wife has been deceased for seven years now, and I need to be around different people." By not asking questions, Bob made a crucial mistake. He talked too much and chose not to listen to Jim's needs. Bob lost a great potential sales representative prospect for his business. This scenario happens every day. Think about it. Would you rather purchase from someone constantly selling and talking or someone with the decency to respect your rights and listen to your needs, concerns and desires? Again, people don't care how much you know, they want to know how much you care. Talking too much has a tendency to "push" a person into an uncomfortable place. Think of the term "pushy salesman." They push you away. When we listen, we pull someone towards us, like a magnet. Talking too much to someone is like trying to push a rope. Pull the rope slowly and success will follow. Ask questions, then listen. Respond versus react. Listening leads to a better relationship with our kids, our spouse, our business partners, and prospects. Let's look at some examples of questions to help you become an effective listener. Assume someone calls, unhappy, and talks to you in an angry tone. If you answer back with the same angry tone, you may win the argument. In the long run, you will lose the fight. You will create animosity. People will network your terrible disposition. You can't win. Consider a different approach. Acknowledge that a person is angry and unhappy. Respect their present feelings. Answer compassionately, and ask them what's wrong such as: "It sounds like you are upset about this situation. Why do you feel this way?" Asking calm questions. Respond versus react. Listen. You'll be delightfully surprised by the results. That's a promise. Thanks Maw Maw and Paw Paw. |
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Kerry has been involved in his own homebased business since the age of 13 and now
years later still operates a multi-million dollar sales and distribution center
directly out of his home involving Juice Plus, a whole food product,
www.kerrydaigle.com.
During his teen years and all of his adult life, Kerry has worked in the promotional
arena in professional and amateur boxing and major concerts worldwide. Some of the
shows he has been involved in were televised on the major networks, ESPN, USA Network,
and other cable affiliates. He has also promoted legal seminars for attorneys. Kerry is also an author and writer. He does the Keeppunching Radio Show which is promoted internationally through audiotapes and the web on www.keeppunching.com and www.kslokogm-fm.com He also does speaking engagements on personal development and sales across the world. Kerry also assists other speakers and authors to promote their profession and/or books through his contacts across the globe. Kerry can be reached at 337.288.8510 or email him at keeppunching@cox.net. Feel free to write to Kerry about his articles and any questions you may have. And as Kerry says...KEEP PUNCHING! |
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