Listening is one of the most important skills you can master if you want to be a great Rainmaker.
Most people use their ears to hear. Hearing is a bio-mechanical attribute that most people with two ears can do. However, usually, when the other person is speaking, we are often just waiting for our chance to respond – whether it is to prove what we know or just to hear ourselves talk.
Listening is an actual skill which can be learned and when used effectively creates a relationship with the speaker that can morph into business. When you really listen to others, giving them your full awareness, not allowing for any distractions to divert your attention (whether in person or on the phone) and truly understand what they are saying, they naturally will like you and trust that you can help them with their problems.
Then and only then can you respond to what they are saying.
Remember: people do business with those they like and trust.
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