BE AN "ACTIVE" LISTENER

Buying is an active process. When people are talking, they feel a sense of control. They are actively making decisions and controlling their own future.

This feeling is especially strong when the listener appears sincerely interested. It is important for you to know how to "actively" listen.

“Active” listening involves three steps:

1. Provide good eye contact with the person talking. Eye contact is very powerful as a form of attention. Think how you would feel if someone you were talking to began looking away or at someone else while you were still talking. Even looking down at your notes may be distracting.

2. Repeat the main message you are hearing at selected times to be sure you are picking up the accurate meaning.

3. Repeat what you think the person talking is feeling. "It sure sounds like this is a major concern for you," etc. This often encourages the quietest prospect to dominate the conversation and, of course, feel great about the experience.