There’s nothing like presenting in front of your peers.
Just finished training the team at AdrianWilliams Real Estate.
I’m a firm believer that you need to practice, especially new knowledge, before you step into live meetings.
It’s something I’ve learnt from playing tennis and coaching tennis players. Specific drills on specific skills and being able to demonstrate them live, and then receiving feedback on what you did well and the areas to improve.
In one of our training sessions called “Know the Client,” we focus on three key areas:
– Listening
– Communicating in the way the client likes to be spoken to
– Asking questions that provide insights into the thinking process of the client
Most salespeople confuse hearing with listening. When we do this role play, salespeople can repeat virtually every word spoken but don’t listen for the intention behind the words. Listening is a very psychological process.
Communicating how the client thinks depends on your listening skills. Identifying the Sensory Bias of your client is crucial to presenting in a way the client finds easy to understand.
Most people think that asking questions is about finding answers about the client’s situation. That is one part of it. The important part is that when a client speaks, you’re also fulfilling an important aspect of building a closer connection – you’re being human by providing emotional support.
If you think about it, this is where most relationships break down:
People don’t listen well.
People communicate in a way that makes sense to them, not the client.
People tell rather than ask.
How much has this cost you?
– Financially
– Emotionally
