The Secret of Persuading Others . . .

By
Education & Training with Ludwig & Associates

 

Inspirational Power Quote

 

The Secret of Persuading Others . . .

 

"One of the best ways to persuade

others is with your ears -

by listening to them."

 Dean Rusk, US Secretary of State 1961 - 1969

  

As I see it. . . . . . . .

The secret of persuading others is . . . to persuade the other person with our ears by listening to them. Or what we will call friendly persuasion.

Friendly persuasion begins with the art of proactive listening; were we invest 80% of our time in listening to the other person and 20% in speaking.  

Mastering proactive listening is an acquired skill; that takes a commitment, time, patients and practice to master the skill.  

By listening with our full attention and allowing the other person the freedom to speak they will freely offer an insight to their desires and motivations in their own words.

Investing our time in listening we'll discover and have a clear understanding of the other person needs, wants and their motivation.  

As a result the person will give us all the information we need to persuade them.

Friendly persuasion is helping the other person achieve what they want with our assistances; by creating the  understanding of the other person as a result of our listening.   

Lou Ludwig, Sales and Management Consultant, Inspirational Speaker, Trainer, Educator and Author

  

  

  

 

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closing the sale
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Ambassador
1,942,294
Steve Hoffacker
Hoffacker Associates LLC - West Palm Beach, FL
New Home Sales Trainer/Coach, Sales Books Author

Lou,

Listening is a sales skill that is so important for success but also seriously underutilized. :)

Steve

Mar 29, 2009 08:00 PM #17
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Deborah

It takes a lot of practicing to become a proactive listener.

Lou

Mar 29, 2009 08:54 PM #18
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Toula

Who ever has the most information has the edge.

Lou

Mar 29, 2009 08:55 PM #19
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Connie

It takes a lot of work to be a good listener.

Lou

Mar 29, 2009 08:57 PM #20
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Jl

I agree it's a lost art and that's the business advantage.

Lou

Mar 29, 2009 08:58 PM #21
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Steve

You can't sell in this market without listening.

Lou

Mar 29, 2009 08:59 PM #22
Rainmaker
336,285
Lynn Pineda
Imagine Your House - Coral Springs, FL
Coral Springs REALTOR- Promises Delivered

Lou, so true.  If we would listen better to the wants and needs of our customers, we'd all be a lot better off. This is always a skill to improve on.  Thanks for the reminder

Mar 29, 2009 09:39 PM #23
Rainer
13,969
Tammy Deviley
RE/MAX Select REALTORS LLC - Green Bay, WI

Thanks for all your inspirational messages Lou!  I have a lot of them printed out and on my desk and refrigerator for everyone to read!!!

Mar 29, 2009 10:59 PM #24
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Lynn

Thank you for your insight, it's right on target.

Lou

Mar 30, 2009 12:29 PM #25
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Tammy

Thank you for stopping by and your kind words.

Lou

Mar 30, 2009 12:30 PM #26
Rainer
47,238
James J. Weber
Davis R. Chant Realtors - Milford, PA

Lou - Unfortunately, too many salespeople either don't listen or listen but do not hear. As funny as it sounds, it is a skill that I have had to actively practice to become proficient at.

Your line about "Investing your time in listening ...." is going on my desk tomorrow. Thanks.

Mar 31, 2009 09:00 PM #27
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi James

Our biggest opportunity for gain comes though proactive listening.

Thanks for your comments.

Lou

Apr 02, 2009 09:29 PM #28
Rainmaker
195,819
R.E. Renée Hoover, Salesperson
Century 21 Geba Realty, Milford, PA - Milford, PA
Poconos, Pike, Wayne, Monroe Counties, PA

Hi Lou,

Listening is a great tool to start to close right from the beginning - let the client talk and give you the information you can use to convince them and to close them with later on, once you have satisfied their expressed wish list.  You have very nicely expressed the technique as proactive/persuasive listening.

http://www.PoconoLandAndHomes.com

 

Apr 06, 2009 12:17 PM #29
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Renee

Great insight when we let the customer speak we learn.

Thanks for your comments.

Lou

Apr 06, 2009 12:41 PM #30
Rainer
81,822
Barb Averell
Berkshire Hathaway HomeServices The Preferred Realty - Mc Candless Twp, PA

Lou - Yes! We learn so much faster by "listening" to the clients needs, wants and desires. Sometimes the objection they are presenting is an easy fix, but if we don't "listen", we don't even know it is an obstacle to overcome.

Apr 07, 2009 05:50 PM #31
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Hi Barb

Great insight, listening provides the answers.

Thanks for your comments.

Lou

Apr 07, 2009 07:22 PM #32
Rainmaker
973,958
Sharon Alters
Coldwell Banker Vanguard Realty - Fleming Island, FL
Your Fleming Island Relocation Agents.

I just finished a course and the speaker told us to count to two before responding - to give the other person time to say something else if they think of it. Great post. Thanks. ~ Sharon

Apr 11, 2009 11:27 PM #33
Rainmaker
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Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Frank and Sharon

Your speaker is correct, the art of the pause is an amazing.

Lou

Apr 12, 2009 04:12 PM #34
Rainmaker
973,958
Sharon Alters
Coldwell Banker Vanguard Realty - Fleming Island, FL
Your Fleming Island Relocation Agents.

It helps with people who talk really fast because they pause and if you start to talk, you will interrupt them. But if you pause, you give them the chance to keep talking without interrupting them.

Apr 14, 2009 11:23 PM #35
Rainmaker
1,723,788
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO

Frank and Sharon

When we pause many times the people answer their own questions. It becomes a big part of proactive listening.

Lou Ludwig

Apr 15, 2009 09:17 PM #36
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Lou Ludwig

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