The Commandments Of Powerful Listening
Deploy good manners. Courteous listeners utilize common sense as well as respect.
You will forget rules you deem clear or of no importance. Rules can be frustrating but they serve as boundaries.
You may not want to appear to have no manners or rude, but often the passion for a core thought will cause you to lose your sense of manners. We often can ‘go on’ about an issue and forget where we are.
Your desire to fully express your position on the subject matter or concept will interfere with your listening skills. You will miss salient thoughts by the presenter.
Consider these guidelines to listen properly!
Ignore Any Surrounding Diversions
Shut out noises, cell phones, weather, annoying people and just zone in on the prospect. They are ‘giving’ to you.
The ideas, words, intent, and emotions of the prospect should be directly absorbed and emphasized.
Never Count on your Ability to Remember
Jot down notes that are concise and on target. However, as you write, your ability to listen will be compromised.
Use salient points to facilitate your memory later. You will then remember the important content.
The Prospect Has a Story to Tell
Let them! Often, the prospect will give you a golden nugget when explaining their issues, which will cause you to problem, solve. Listen and extract the clues.
From gleaning their needs, you will be able to present a roadmap to fit their wants and desires.
End result will be more simplistic giving the prospect a clearer picture.
Utilize the Gift of Feedback
Be deliberate in perpetual understanding from what the prospect expresses. Keep checking.
It is not what you want to hear. Listen!
Give opportunities to comment on what you have said. Ask the prospect if they have any questions and if you are presenting clear thoughts.
Weed out Unnecessary Thoughts
Your prospect will give you details to identify their issues.
Sensitive thoughts could often be part of the larger picture. Again, listen!
Approach listening carefully so you can distinguish relevant and no value.
As your prospect conveys thoughts, make them feel at ease and relaxed with environment you are both in.
Never let your prospect feel you want to take over the focus.
Let Your Ears and Mind Focus!
Use body language as follows: uncross arms and legs with a slight lean in to give attention.
Use eye contact – have the prospect feel you care about what they have to say.
Avoid Repetitive Facial Movements
Give a nod. Develop a creative and comfortable environment to listen.
Remove distractions and provide a level of privacy.
Establish Personal Space For Your Prospect and Respect it
Go to the extra mile to have a comfortable listening environment to promote productivity.
Glean information by asking questions.
Phrase questions so your prospect feels comfortable offering their thoughts and feelings.
The use of effective questions give your prospect a secure feeling that you are actually listening to them which will give them opportunity to contribute.
If you don’t apply all the suggestions, you are wasting your time.
Be aware that there are no boring speakers. Only boring listeners.
Good listening skills will yield more sales!