9/3/2024-Two ears…perfectly positioned

If listening is a vital part of selling, why do most sellers fixate on what they’ll say versus what they’ll hear? (This refers to other sellers…not you, of course.)

Partly, companies and managers spend too much time training sellers on the 174 features of your offering and not enough on skills like listening.

The foundation of good listening is question-asking.

The better your questions, the more you’re forced to listen…and focus on listening.

Today, work on raising your listening game by focusing on these three keys:

1. Ask thoughtful and strategic questions in your meetings. Prepare them ahead of each meeting.

2. Go slowly and try to calm your mind when in question mode so you can focus on what the buyer says.

3. Don’t interrupt. Stay completely silent when the buyer talks. You’ll comprehend more and make your buyers feel heard and important at the same time.

Simon Sinek offers an interesting theory about listening in this video.

He suggests the traditional play-back method of repeating what someone says doesn’t fully get the job done these days. While mirroring (or play-back) is not necessarily a bad technique, the key to active listening is making your audience feel heard.

How do you get your audience to feel heard?

Listen to Simon; he can help.