Active Listening – Is anyone home???
In my home town (well it’s actually a city, Vancouver) we have some pretty amazing events at The Vancouver Board of Trade for like minded individuals in sales or business to network. Every month the VBoT has either a networking event, a function or a trade show.
I have met some very interesting, insightful business savvy people at these events. Many have become life long business associates, most have become clients and a few have become mentors.
But it always amuses me to meet the “bigger better deal” person.
You know the guy or that girl who is always looking for someone more interesting than you. They’ve got one foot in, one foot out. Sort of talking to you, asking you all the right questions, but not really all there…
Well here’s some tips to make sure you never become that person!
First of all, adopt a mindset, a mindset that the person you are talking to is the most fascinating person in the world! I know you think I’m joking, I’m not. Try it! You will be absolutely amazed at how much better people respond to you, when you make that attitude adjustment and change your way of thinking.
Clear your mind of clutter, focus and be PRESENT with the person you are speaking to. Do not be that “bigger better deal” person. It’s annoying and you know what, people can sense it, they can read your body language.
Be genuinely interested in what that person has to say. Think of good questions to ask, learn about their business and LISTEN.
By listening, you give them a gift, the gift of aknowledgement. Acknowledgement that what they have to say has value. By acknowledging them you give them another gift, acceptance. Which leads to a feeling of community and greater trust… you see by being an active listener you lay down the foundation for a great relationship! After a person has a chance to express themselves and they feel you have been truly present with them, they generally will become much more amenable to what you have to say. Because of this, what you say after being fully present and listening will have more impact — giving you greater influence.
Lastly, Be nonjudgmental. We all have differing opinions. You can be respectful of another person’s point of view without giving up your own position.
Now let’s take a brief moment to look at it from a sales perspective. Customers buy when they feel understood, and the only way they can feel understood is if you’ve taken the time to really listen to them. Yes it’s important that your customer understand how you are going to “solve their problems”, but more importantly in the customers’ mind, they need to be convinced that you understand their wants, their needs, their desired results and that you have the capability and the expertise to get the job done.
So the next time you are speaking to a customer or you are meeting a business associate at a networking function, keep an open mind, be non-judgemental, be present, listen carefully, and ask good solid questions!
Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”
ps – Did you enjoy this post? Do you have any tricks or tips on how to be a better Active Listener? Please feel free to add your comments!
Other Blog Articles on General Sales Techniques;
Do you know what it is you are really selling?
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