Success Is Based On How Well We Listen

[margie albert]

I’ve talked about this before but it never gets old –

Success is based on how well we listen. How often are you finding yourself thinking about what you’re going to say next rather than listening to what your customers are saying to you? Frequently? I know I’m guilty but working on changing that every chance I get.

“To listen is to continually give up all expectation and to give our attention, completely and freshly, to what is before us, not really knowing what we will hear or what that will mean. In the practice of our days, to listen is to lean in, softly, with a willingness to be changed by what we hear.”
Mark Nepo

“The greatest compliment that was ever paid me was when one asked me what I thought, and attended to my answer.“Henry David Thoreau

Here are some helpful suggestions taken directly from Todd Knutson and his blog on New Business Intel Blog:

Eliminate Distractions
Turn off your cellphone
Turn away from your computer monitor unless you need it
Turn away from your desk or clear it

Focus
“Student mentality” – be curious and open
Your prospect gets 100% of your attention

Keep Prospect Talking
Short, positive prompts such as “then…?”, “And…?”, “Oh?”
Open-ended questions to expand conversation
Closed-ended questions (Would, Did, Do, Can, Is, Would, Are) prompt specifics
Restate, paraphrase in your own words
Probe for deeper info. “What do you think would happen if…?”
Allow silence! Give your prospect time to think and talk, slow down the conversation
Summarize

What NOT to do
Interrupt
Advise to soon
Patronize (eliminate “I know how you feel”)
Dig too deep too soon

For business it’s really simple: “The person talking is the person buying.”
I’ll be quiet now. Please talk to us!