Good listeners are worth their weight in gold. Being a good listener shows the people around you that you’re sincere, caring, attentive and more. In the business world, it could make the difference between closing the deal and losing the sale.
Take a look at what TheBalanceCareers.com has to say about being a good listener:
Active listening is especially important in the sales world. That’s because prospects are often ignored or talked over because the focus is on making the sale, not the person making the purchase. When salespeople show that they value the prospect’s needs and opinions, it is far easier to build trust and ensures that the conversation results in a mutually-beneficial experience.
If you’re not a great listener, don’t fear. Forbes.com has some great tips on increasing your listening abilities and letting your clients know how much you care.
Building a strong rapport with a customer let’s them feel like they’re in good company. You’re creating a safe environment for them to be themselves. Forbes suggests physical body mirroring (matching your posture to theirs) and keyword and gesture backtracking (using similar words and actions) to appear more attentive. These subtle action can go a long way in earning trust.
Use The Meta Model
When your client uses phrases like “This is too difficult” or “I’m frustrated,” these can often seem like signals used to end conversations. However, this is a great opportunity to truly understand where your prospect is coming from. By asking questions like “Can you elaborate on that?” or “What do you mean, specifically?” you’re offering them a chance to open up and be better understood. This will allow you to see the world from their perspective instead of imagining how they’re feeling.
Make It Easier For Them To Express Themselves
It can seem difficult to share thoughts or feelings in many situations. Forbes suggests that feeling a lack of safety, belonging, or mattering are the root causes for this kind of difficulty. Let your conversations be a safe haven where opinions are heard, respected, and understood.