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Earlier we learned that what you sound like is more important than what you say.
than what you sound like!"
Yes, "What you don't say is even more important than what you sound like" because when you are not talking, you're listening! And listening is much more important than talking when you are attempting to persuade.
When your subject is talking, he gets a chance to express himself.
Never interrupt or cut short in any way
the subject when he is talking.(Like looking at your watch)
In fact, we recommend that you write down things your subject says, even ask if he "minds if you take some notes" on what he is saying (because it is so important).
Always exercise self control and allow the subjects adequate time to fully express themselves, knowing that the more they talk, the more likely they are to buy. Get them talking about their opinions and they will like you.
How you do it... Ask them questions so that you can compliment them by writing down their answers.
Always establish at least a 50/50 talk/listen ratio with the majority of your 50% being used asking your subject questions that draw out his opinions and feelings about his problems , hopes, and plans, etc. We believe that this secret technique of listening works so well, that if you model this behavior perfectly, are not selling something that you wouldn't buy yourself, and can establish a 60/40 Talk/Listen Ratio with your subjects routinely, then you won't be chasing your bills every month, You'll live where you want, drive what you want and work your own schedule.
"Good Listeners Are Always Rewarded." |
