Thoughtful Thursdays – Be a better listener
A recent buying experience demonstrated the importance of listening to your customer and learning from what they do not say. It reminded me of a post from several years ago that remains valid today. A few additional thoughts have been added to the original post.
“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.
- Don’t interrupt
- Give them your undivided attention
- Be focused on the speaker – do not let yourself be distracted
- Note key points of discussion
- Ask for clarification when unclear about what has been said – leave nothing to chance
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 by default become better at hearing what is not being said.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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