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Kerry
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 with Kerry Daigle LISTENING + RELATIONSHIP BUILDING = SUCCESS The talk that day focused on relationship building through the art of 'asking questions' correctly to understand your client/prospect better. The workshop that night was entitled, "THE COURTING GAME". This session always gets the audience's attention to the simplicity of learning how to sell through "listening". I have a large library of personal development books, books on sales, negotiating, public speaking and promoting. Although all the author's opinions vary, the one thing all the authors have in common is that 'listening effectively' is the most important skill to possess. People love to be listened to. That makes them feel so special. Paying attention to others "wants and needs" and their 'hot buttons' through the correct strategy of asking the right questions ALWAYS brings results. It is really fool-proof. That brought back many fond memories. Looking back on my life, I am little embarrassed to admit that I was an average listener until I was in my mid thirties. I guess I figured I knew everything at that time. Of course, age usually humbles you and gives you a little wisdom. Today I consider myself to be a very good listener but I still have a long way to go and continue to try to become better at my listening skills. Of course, as I travel across the United States and other countries, I see where so many management and top sales people need to practice their listening skills. I know from past and present experience it will increase their sales three to four fold and increase moral among other workers. People love to be listened to. So much so, in fact, that they will pay doctors, counselors, and therapists enormous fees to listen to their stories. Consumers love to be listened to as well. They will happily pay top dollar to those people who are smart enough to understand what they want and what they demand. Unfortunately, only a small percentage of business people do understand or are willing to implement this important task. Trainings on listening skills are far too often overlooked as a way to increase momentum in sales and moral in employees. What does your customer or client really want? Do you know? Are you guessing? Have you asked? If you have asked, are you giving them what they want? Or are you giving them what you 'think' they want or need? The difference in how you answer these questions may well be the difference between success and failure in your business!! You have to think like an interviewer on a radio or tv show. Asking the right questions without prying is almost magical. Usually the client or customer will give you all the answers you need to move forward to developing a good client/customer/relationship. An interesting and eye-opening exercise is this: Pretend that you are a radio talk show host. Listen carefully to what your customer is saying. Ask questions like: What do you really want? And.. What would make you even happier with this product or service? How can I be of service to you? Be genuine and listen like you've never listened before. Listen from your heart. Make it absolutely clear to your customer that the only thing that matters to you is that she is happy and that she is getting exactly what she wants and expects. Always be available for her needs. If you are running a small business, for example, ask your clients/customers if they would be willing to sit with you for 5 to 10 minutes. Tell them you want to find out what would make their business experience a little more comfortable than it already is. Ask them what they like about your company, what they would like to see happen, why they did business with you, and so forth. Listen carefully and respectfully. Be more concerned about their comments and interests than your answers. Let them speak.....and again, LISTEN. Be an interviewer and again be sincere in listening to their needs. I have seen small businesses grow into giant corporations through the networking of that client/customer to others because of the sincereness of the owner and most importantly the opinion of the client/customer. When you listen in this manner, you may be shocked at the positive responses you will receive.. When people feel that they are listened to, they also feel appreciated and acknowledged. Feeling listened to is such a rare experience that when someone does feel listened to, they tend to network their experience with you to others about your business skills and concerns. When you are listening intently, you'll create followers and customers who will love you and will want to do business with you and network you in a positive way creating referrals! Listening is like magic that turns ordinary people into loyal, appreciative human beings. One other tip: If you are married or have a significant other or have children, the listening principal applies there too. If you want a closer relationship with your spouse, partner or children, the place to start is by becoming a better listener and asking questions in a concerned manner....again, not probing. Your relationships with your children will most often rely on your listening skills. How often have you heard kids say, "My parents don't understand me", or "they don't listen to what I have to say". Understanding is not the real problem. More than likely, parents do not listen to their children, to their wants, desires, problems, or their goals and dreams. Parents spend too much time telling their children what to do and not enough time listening to what they want. Remember, they are searching and you are their coach. Either you will teach them to be 'winners' or not!! You are the coach and they are in your playing field. You determine their route of success. I read recently about a study in a major magazine which stated that working parents listen to their children an average of 1 hour a week. Husbands and wives actually were spending less than one hour a week in conversations that had any specific meaning important to both spouses. It is no wonder divorce is steadily climbing. This happens on the business field also. No communication...no relationship building..no asking of questions..leads to continued replacement of employees creating a circle of 'wasted training time' losing profitability when a leader could listen to the wants, needs, and desires of the sales people and understand 'why' they are doing what they are doing and knowing their 'goals'.understanding their needs and helping them overcome obstacles... We confuse talking with communicating. Talking is one sided. Talking "to" is not communicating 'with'. Communicating requires a skill to balance talking and listening. Good conversation should be like a game of ping-pong or tennis, with each person getting his turn at the ball, back and forth, not like the game of boxing where you deliver your knockout punch and then its over. To become a good listener follow some of these guidelines I've put together: . Be very patient and listen until the person you are with quits speaking before answering . Pause before answering..that way you will know the other person has finished relaying their message . If you listen well and ask the right questions they will always give you the "hot" button you are looking for . Face your person directly and have great eye contact . For clarification always ask open ended questions such as: why, what, where, how , who, when . Answer them back in their own words making the other person feel you listened well and understood what they said You need to remember...QUESTIONS ARE THE ANSWER.... and listening EFFECTIVELY CREATES RESULTS. Always remember the person asking the right questions in the sales industry always leads the prospect into the direction the sales person wants to take them. Here is a thought from well known author, Lisa Kirk: A gossip is one who talks to you about others; A bore is one who talks to you about himself; A brilliant conversationalist is one who talks to you about 'you'. I'm Kerry Daigle..thanks for listening and remember to always Keep Punching! 
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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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