In my previous article I talked a little about listening being the number one skill for building your business. As a natural introvert, I lean heavily on my ability to listen when I do business and when I am in any social situation. However, the only way you can use your listening skills is to be engaged in conversation, so for me, I had to learn the skill of asking questions to initiate a conversation.
I worked hard at this one. It was the key thing for getting me in a position to do business. I learned to master the skill of asking questions in all areas of the process, such as prospecting, meetings, follow up, service, and training. This is how you too can become a master in all areas of the process. Using the right questions and then listening.
“You can make more friends in two months by becoming interested in other people, than you can in two years trying to get other people interested in you.”-Dale Carnegie
In a nutshell, this is the principle I am talking about. When you ask good questions and listen, especially when you do what I am about to show you, you make great connections with people. The principle I use is something I call “Dovetailing.”
Dovetailing is very easy to do with practiced listening skills. Dovetailing is asking the next natural question in a conversational exchange. The word natural is key here. You have to be selfless in this aspect of the exchange. In other words your total focus is on the other person and what they are sharing with you, not on what you want to say.
When you become effective in this technique you develop quick bonds with people. People feel bonded or connected (consider this in rapport) with people they have things in common with. When I am doing interpersonal communication workshops, I sometimes will do an exercise (especially if the group doesn’t know each other very well) where I have them communicate using dovetailing questions to see how many commonalities they can find in 5 minutes. The goal is three and almost every time the participants can find three.
Think about how powerful this would be with your prospects! I dive a little deeper into this topic on the video. Enjoy it and share it with someone else who could benefit.
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(If you are on a mobile device and want my 27 Phrases That Really Work in Prospecting scroll to the bottom)
Many Blessings, Todd Info@ToddBurrier.com or Call 443-244-2696
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