Communication is a two way process which means if listening is not happening communication can never be complete.  We often confuse Hearing with listening. Hearing is a form of passive listening which we do physically through our ears. You may have heard the saying , “We have two ears and one mouth so we can listen twice as much as we speak” –Epictetus (Greek philosopher).

But what makes it a secret tool is when we also use our eyes to listen.

Active listening happens with both our ears and eyes wide open and mouth shut. Yes, you read it  right, we use our eyes too to observe and understand the feelings and emotions of the speaker. Only then we can truly understand what the other person is saying. 

You may be wondering how does it help in our growth? Let me share 3 areas in which Listening can help us in our business.

• It helps us build relationships with our clients and customers. When we listen and the other person feels heard they know that we are taking interest in what they are saying. This forms instant connection. Just as people form first impressions based on your appearance, the initial few minutes of any meeting can decide or push the meeting in a favourable direction. Listening helps to build rapport and “People like to do Business with People they know, like, trust and value.”

2)          Sales people are very passionate about their business and want to share everything about their product or service with their prospects.  But selling is not just about what you sell but even how you sell. A critical skill required for selling is Listening which enables you to listen for the right things to form a meaningful connection with your audience and give them what they need.

3) As a Negotiator, when you listen actively, you are able to pick up the real needs of the other person. This helps you offer solutions or bundle your  solution in a way that can lead to win-win solutions.

Here are a few ways which can help you become an active Listener.

• Be Attentive : Listen without distractions both from the physical world and also from the chatter in your mind.
• Let them know you are Listening : Use your body language like a nod, maintain eye contact, a little smile, open and interested Posture etc. to show them you are listening and be genuinely interested in what they say.
• Ask Questions to get more information and to get clarity. If there is any doubt, ask it there itself. Either they will agree or provide you a better explanation of their Thoughts.
• Paraphrase and summarise what you have understood. This will help clear any misunderstandings and mis-interpretation.
• Take a Pause before responding. Think through the information you have gathered , take into account their feelings and emotions, put your thoughts together and then respond with the solution that you can provide to help solve their problem.

Poor communication and  Misunderstandings can eat into your Productivity as you land up spending time going back and forth. Why not become more productive with Listening Skills which are critical for your sales and Negotiations to help you grow faster.

 Listening doesn’t cost you anything but not listening can cost you an opportunity. I conduct Trainings in “Listen to Sell more” and “ Negotiate for a Win-Win”.

Connect with me if you would like to organise these trainings  for your team members.