Sales people know that in order to make more sales you need to listen more than you speak. Why? If you’re talking the entire time you’re meeting with a client you won’t truly be hearing what they want, how you can help them and what their pain points are. When you meet with a potential client do you feel that you’re doing all of the talking? Yes, you want to help drive and direct the conversation, but ask a question and let your client answer.
Listening is a skill that can be sharpened and could lead to increased success in work and your personal life.
Most individuals retain about 50% of what they hear. There are different levels of listening which are:
- Level 1 — this listener is preoccupied
- Level 2 – this listener is an active participant
- Level 3 – this listener pays special attention to the speaker’s words and body language
Become A Better Listener
- Maintain eye contact
- Don’t let yourself be distracted
- Acknowledge what the speaker is saying
- Repeat what you heard, “What I think I heard you say was…”
- Don’t interrupt, unless the speaker specifically said, “feel free to interrupt if you have a question.”
- Don’t ask only “yes” or “no” questions. Ask questions that give the other party a chance to elaborate
At what level do you listen? When you’re in a situation when you should be listening, what distracts you? Is it that you don’t find the topic engaging? Is the speaker monotone and therefore you’re not engaged because there is no inflection? Are you being “talked at” rather than “talked to”? That plays a role in how actively you listen and participate.
If you want to become a better listener as a way to enhance sales or engagement with your employees or staff, it is something about which you need to be aware in order to become a better listener.