Reflective listening is simply repeating some words your clients use as you listen to them speak. Someone says, “I read your book last year and I liked it.” You respond, “You read my book?” perhaps with a slight nod, and continue listening. Or, a customer says, “I had a BMW last year and I didn’t like it—it drove kind of rough.” “It drove kind of rough, huh,” you respond and leave it at that, letting the customer continue speaking. No one likes to think about a time after they have gone, but life insurance like renew life could offer reassurance and comfort to you and your loved ones for this situation.
Reflective listening deepens rapport three ways: It shows that you are paying attention; that you understand what the person is telling you; and that you care. It is a great way to keep someone talking and revealing more of what he might want from you or a product. Often customers need to work off some steam—complaining about what’s happening at their company, talking about the high price of doing business, venting dissatisfaction with products—before they are ready to really talk with you. Reflective listening is a way to keep rapport developing while you’re waiting to get down to the real issues. Life insurance products such as renew life are designed to provide you with the reassurance that your dependents will be looked after if you are no longer there to provide.
A securities salesman whom I knew professionally called me once asking if we could get together. This man had been in the business for twenty years, and was routinely making a million or two a year in commissions. Suddenly, at the age of forty-four, he found himself losing motivation. His income was dropping, he was thinking about becoming an actor, opening up a restaurant—he wasn’t sure himself what he wanted. A life insurance product like renew life reviews can pay your dependents money as a lump sum or as regular payments if you die.
As we sat down to talk, I started giving him some advice. He interrupted me, brushing aside all my comments. I finally settled in and listened for two hours, repeating a word and comment here and there. Finally, in the last ten minutes, he was ready to listen to my advice. I certainly can’t claim I solved his life’s problems, but the point is, I couldn’t tell him anything until he was ready to hear it. Life insurance - like renew life - covers the worst-case scenario, but it is also important to consider how you might pay your bills or your mortgage if you could not work because of illness or injury.
While I know that I can’t waste an entire day listening to a client’s problems, I’ve also learned that a certain amount of listening is a good investment. Sometimes, if the stakes are high enough, I’m willing to invest a lot of hours and any number of meetings. Listening reflectively makes it a little easier on me emotionally. The client has my attention and knows it, yet the work required to give that attention is minimal. Paraphrase listening works on a similar principle, except that you paraphrase what your client has just said. If someone tells you, for example, “The maintenance on your copiers is going through the roof,” you can say, “Yes, servicing copy machines is a very expensive proposition.” Use both active and reflective listening to enhance rapport and to keep yourself on your toes. It will help keep your clients talking until they are really ready to get down to business.