It is so easy to talk.  Listening is hard work and can be a more valuable skill for building strong personal and professional relationships. However, when was the last time you went to a class or workshop to learn how to listen?

Listening requires empathy, patience, and a willingness not to be the center of attention. The best listening occurs when you are curious and interested in learning. Great listeners are present in the moment.

You don’t hear what others are saying when you are formulating a response.

Listening provides a deeper understanding of problems and opportunities. It works in both professional and personal settings. As a marketing strategist and consultant, the greatest skill I can bring to my work is to gain a deep understanding by being quiet.

How To Improve Your Listening Skills

Try these tactics during your next one-on-one meeting with a friend or colleague.

1. Ask a question. Let the person you are with talk.
2. When they naturally pause, ask another question. Let the person you are with continue to talk.
3. Repeat.
4. If you have thirty minutes with someone, spend twenty of those minutes asking questions.
5. In the last ten minutes, repeat what you heard them say. Summarize the situation as you heard it.
6. If you have a solution or suggestion, ask if they are interested in your thoughts before talking.

Consider the value you can bring to others by hearing and understanding them, not by trying to solve their problem.

The Best Salespeople are Superb Listeners

I went on some sales call with one of my clients several months ago.

First, I went with two different people who were struggling in their work. Their boss was frustrated because both people were good at explaining what the company’s products could do. Yet, they weren’t converting leads into new business. I went on several sales calls with them and listened in on a handful of calls and in-person meetings. As an anthropologist would do, I was there to observe.

Then, I went with Susanna, the top salesperson in the company.

My role was to figure out how the other salespeople could be as successful as Susanna. After sitting quietly at several of her client meetings and observing what she did, the answer was clear.

The two salespeople who weren’t hitting their goals only talked, they never listened. Rarely did they hear what their prospect was saying. 

They didn’t ask questions. Each was so excited to sell; they forgot to learn about their prospect’s challenges. I observed how they were solving problems before they understood their client’s pain points and problems.

The Art of the Question

To ask a useful question, you need to be listening to your friend’s response. You aren’t trying to share how you had a similar experience or that you know how they feel. The act of questioning means that your focus is on hearing them not talking about you.

There is a link between success and listening.  A superb leader is asking questions and patiently waiting to talk. They know what they think – they want to learn and understand alternative views.

If you haven’t watched this Ted Talk by Celeste Headlee about ten ways to have a better conversation, it is worth eleven minutes of your time. She focuses on the art of listening.

Sixteen million people have watched it and she has a new book coming out too. And my brother Mitch recently interviewed her on his podcast Financially Speaking. The episode with Celeste airs later this month.

Now, have you heard what I said or were you too busy formulating a comment?

Have you had a consultant work with you who listens? Does your business need a marketing coach, guide, or sherpa? Are you generating enough leads? Is your marketing underperforming? I can help.

You can set up a time to chat with me about your marketing challenges using my calendar. Our initial conversation is free. You talk, I listen. Email me jeffslater@themarketingsage.com or call me. 919 720 0995. Visit my website at www.themarketingsage.com  Let’s explore working together today.

Photo by Mimi Thian on Unsplash