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One skill that I continue to recommend improving in your sales arsenal is Listening. Listening goes against our natural desire to be heard, and to be the center of attention. However, being a great listener is critical to your freight sales success. These 5 tips assist you to improve your listening skills.
2 Ears & 1 Mouth
You have 2 ears and 1 mouth, therefore close your mouth and open your ears, and, do it in this order.
How do you know you’re listening? How do you find the balance between talking and listening?
A quick glance in the mirror will tell you everything. That is, when you look in the mirror, you’ll see that you have 1 mouth and 2 ears, and that’s the order in which you use them.
Utilize your ears before your mouth.
If God wanted you to talk more than you speak, he would have given you an extra mouth and 1 less ear.
Your Ears Will Out Earn Your Mouth
It’s extremely important to establish and grow your listening skills.
Do you feel like talking less? Most people don’t. People typically want to talk more. They feel that listening is boring and would rather be the star of the show. Most of us have a desire to talk. We want others to hear what we have to say.
However, what do you care more about? Getting to talk all day or achieving your financial and sales goals? That’s why developing listening skills are so important. Listening is how you’ll accomplish the latter.
The Less You Say, The Better You Sound
Typically, when we have to be heard and we’re not focused on listening, we come up with these foolish sounds such as: ‘um’, ‘ah’, and ‘well.’ In reality, the less you say, the better you sound.
So, how can you sound better if you’re actually listening?
When we know that somebody is actually listening to us, we feel so much more at ease. It makes us feel better.
If you desire to get your prospects attention, let them know you’re listening.
How do you know that? By asking them questions and allowing them to answer.
People Love To Talk About Themselves
They typically enjoy talking about themselves when they know we’re listening.
Think about the conversions you’ve had with interesting people throughout your life. They were interesting because they focused on you. They actually listened to what you had to say. When you knew they were interested, that’s when you opened up. It’s the same for our prospects. It’s not about us. It’s all about them.
One Of These Days
“One of these Days” Often results in “If Only I Would Have”
“One of these days, I’m going to learn to listen more!”
If you keep saying that to yourself and follow through, you’ll be way more successful in this profession.
Start changing that to: “Today, I Am Listening More”