EditorialsBy Matt Bud, Chairman, The FENG

Listening & throwing up

From our daily member newsletter on February 21, 2018

One of the many skills we always need to be polishing as financial professionals is our listening skills. The problem begins with the fact that as financial professionals we are more comfortable receiving our information in written form. Put us in a “selling” situation, especially over the telephone, and our listening skills may not be serving us very well. As we all get into personal selling, and that is what networking is all about, we fall into a syndrome called “throwing up on the customer.” Briefly what happens is that we are so into our sales pitch about ourselves that we forget to listen. An additional element to be considered is the normal human reluctance to “do business” with strangers. [ Read more… ]