How to Improve Your Listening Skills in Five Easy Steps

Are you listening to what your clients are saying? Of course you are, but are you really listening to what they're saying? Or are you just going through the motions of listening while thinking about what you are going to say next? Don't worry if you answered the latter. This is very, very common, but it's something that can be overcome with some thought and little training.

Here are five easy steps that will help improve your listening skills.

1. Stop Talking and Concentrate with Intent to Listen

If you truly want to make more sales, you have to stop talking, stop multitasking, and stop doing anything and everything that could distract you and your potential buyer from a sale. But that's not all. You not only have to stop talking, you also have to make a concentrated effort to listen to what your client is saying.

Most people only halfway pay attention to what their clients are saying, then they spend the other half of the conversation thinking about what they are going to say next, in which time they might have missed the biggest want, need, or concern the buyer has. And that means you probably won't be able to nail the sale because you didn't fulfill your client's most important concern. All because you weren't truly listening.

The best way to perfect this skill is to practice concentrated listening. You can practice by having a conversation with your partner or a friend then see how much of that conversation you remembered. Or, you can watch a TV show, then see how much you remember when it's over. You can watch the same show again to see what you missed. The more you practice concentrated listening and blocking out any and all distractions, the better and better you will get at it.

2. The Two Types of Listening

There are two types of listening, active and interactive.

  • Active Listening. Active listening is when you are silent and concentrating on what your client is saying then evaluating the information. It's also when you are paying attention and not talking, not letting your mind wander, and not beginning to think about what you are going to say next.

  • Interactive Listening.Interactive listening is when you're listening and interacting with your client at the same time. This is usually done through a question to confirm what you've learned.

3. Acknowledge What's Been Said and Ask Questions to Show You Were Listening

A good way to force yourself to concentrate on any given conversation, and avoid becoming distracted, is to acknowledge what's being said throughout the conversation. This serves two purposes. One, to help you remember the most important points of the conversation. And two, to show the client you were listening, which will help build trust and give your prospect more confidence in your abilities.

4. Summarize Your Understanding of the Client's Wants and Needs

When the conversation is finished, and even though you asked questions and confirmed the information they were portraying throughout the conversation (if you did), you still need to summarize the conversation as a whole at the end. This will help cement in your memory everything that was said and it will once again help the client rest assured you didn't miss anything and that you are the best possible person to help them with their buying decision.

Before you proceed, you must do this...

Immediately after you've finished your conversation, presentation, or tour of what it is you have to offer, you should stop everything and write down, type, or record the key points of the conversation to make sure you don't forget anything.

5. Finish with a Customized Presentation Sprinkled with What You Have to Offer

Now that you've learned how to actively concentrate on listening and confirming what your client is telling you by asking questions, you are ready to finalize the sale and turn your client into a lifelong friend.

This will be much easier for you now than it was prior to learning how to effectively listen to a conversation. All you need to do is to type up everything your client wants and needs, then match it up with what you have to offer. Then you should take it a step further by finding other products or services you sell that might complement their current wants and needs. When you are finished, you can present your client with their customized offer that's sprinkled with any extras that perfectly complement their original needs.

You are now on your way to more clients, better sales, and an increased income. All because you choose to take the time to improve on a skill many people take for granted... Listening!

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