A Fine Line Between Tuning Out and Tuning In
One of the ironic things about quietly listening to what a person has to say is that after a while, because you are listening so well, the speaker may begin to think you are not listening.
For example, have you tried to talk to someone before who leans back and closes their eyes. Did you wonder if they were listening?
Have you tried to talk to someone who was multitasking? Did you wonder if they were listening?
Have you tried to talk to someone who sits there expressionless? Did you wonder if they weren't thinking of something else?
When someone has something important to say, it can take them a while to get it out. Show that you are engaged by giving feedback with your expression, a nod, or by saying "ok" or "I understand."
Of course, asking an intelligent question about what they just said is the best kind of feedback.
Anything that shows you are listening, but without interrupting their flow.
So, how does this impact sales? Without feedback when engaged with a client, they will begin to feel "processed." Whether you are just networking or doing a needs analysis, the client may perceive that you are asking them questions just so that you can complete your agenda and ask for an appointment of go for the close.
They may stop talking and they will not be inclined to listen to you when you are ready with a proposal.
Do you have some listening advice?
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