Become sincerely interested in life and people, slow to speak and quick to listen.
Stop selling and start connecting. The big little secret that prevents most underperforming service people is their lack of desire to connect with the home owner.
I hear this all the time from techs who get it. “ I use to just go in and fix their problem and leave”. Now I talk to them about anything they wish. There family, there kids, there life in general. It’s amazing how it helps. They’ll just dump on you and you find all kinds of pain.”
Ah… that “pain” word. If you can help a person discover their pain, they will pay you money to get rid of it. Whether at home or in the field, pain motivates change, and you find pain by asking questions and listening.
Don’t Miss This…. Listening is the most respectful thing you can do for another person, and it’s a powerful act of connection. Your wife doesn’t want you to fix the problem. She just wants to talk about it. Shut up and listen. Ask a few sincere questions and listen more. Stop fixing and start listening at home and at work.
So…How do you build your business? Through better relationships and better communication. And What’s The most important aspect of communication – talking or listening? That’s right listen to connect. You are not impressing people with how much you know. You’ll impress them about how much you want to know about them and their situation, by asking questions from an attitude of serving in love.