Listening Beyond the Words

We all know that we need to listen to what our clients are saying. They know their own needs, even if they don’t know the best solution from our services. We know to ask questions and listen, listen, listen.

The superior sales person listens beyond these words, however. We listen for clues as to what the personality of the client tells us. Are they detail oriented? Do they use a lot of ‘feeling’ or imaging creating words? Are they too eager to relinquish control or are they very controlling? The personality of the client speaks volumes as to how we will need to proceed.

Ask yourself today, “Am I listening beyond the words to the personality of my potential client?”