When your prospect is clear about his objections or misconceptions, his emotions will change and will agree to what you say. It is important to clear all his doubt before he can accept anything from you. It is like having the key to open up his mind for you cannot convince a person with a close mind.
If you sensed that the prospect is leaving something unsaid, point that out and finished the sentence for him. For example; if he asked, “Is this Network Marketing?” Chances are that he had a personal experience before. Ask him why? Do you like Network Marketing? And he has to answer it.
By asking, you are encouraging him to tell you more, how he feel about it, what are the issues that are brothering him? Encourage him to talk for he is going to pour out every negative emotion until it is finished he will change his emotions.
Most of the time, you’ll know when it is completed because the prospect will change their state of emotion. You’ll see a dramatic shift in the person’s facial expression, their body language as a sigh of relief and you’ll notice peace or contentment. Sometimes he might start to laugh changing his opinion into a joke covering up his ego. Don’t try to blow him out just make don’t know, let him save his face.
To be an effective listener needs practice not just to listen but not to interrupt and listen. Most distributors will get extremely excited and get carried away with what they have to say. You need to be conscious about this in order to change.
Sometimes it is good to have someone to remind you of this. I too have this problem so I told my wife to always remind me whenever I make this mistake with just a gesture that only we know. Master it and your life will change.
“The reason we have two ears and only one mouth, is that we may hear more and speak less” - Zeno, Greek philosopher
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