To Listen Well Is As Powerful a Means of Influence As To Talk Well
08 Jan 2012 Leave a Comment
This anceint Chinese proverb reminds us of the power behind listening well. How would your clients, family and friends rate your listening skills? To listen is to build rapport, gain respect as well as create trust in the relationship.
Active listening is to consciously listen to the words of your client to understand and fulfill their need. During active listening you can actually take in the verbal needs with the words your client speaks as well as the non-verbal with your eyes watching the clients eyes and body motions.
If you are able to give your client your undivided attention you are building trust and rapport with them. You are establishing a deeper professional relationship and ultimately will be able to meet their needs better.
Some simple tips from some of the greatest sales people:
- Listen like a detective; then ask probing questions
- Don’t make assumptions
- Clarify and summarize
- Comment by recapping to ensure you have understood the client’s needs
Poor communication opens the door for mistakes and missed sales opportunities.
