Thoughtful Thursdays – On being a better listener
“The most important thing in communication is to hear what isn’t being said.” Peter Drucker.
These are wise words to be sure.
‘Hearing’ what is not being said is a skill you can develop.
So how does one develop this skill? We all do it to a certain extent already, and might not realize it.
It involves the processing of data. Take what is said, and ask yourself what it means. By determining insights to the information you begin to hear what is not being said. One of the keys is to develop good listening skills.
- Never, never interrupt
- Give the speaker your undivided attention. That means avoiding distractions such as looking over their shoulder, looking at your watch ot looking at your phone
- Note the key points of discussion
- Ask for clarification when unclear about what has been said – leave nothing to chance
- Confirm what has been discussed
For example, when a customer says they cannot afford your prices, what might they really mean? Perhaps they can afford it, but they are experiencing cash flow difficulties and a payment plan is a viable option. Maybe it is timing, not affordability that is the barrier.
Improve your listening skills and you will become better at hearing what is not being heard.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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