Were You Listening Or Did You Miss Another Opportunity?

We all want to be heard, whether in your career or personal life. But at some point, we’ve all been cut short or disregarded in conversations altogether—isn’t that the worst feeling?! As the oldest of four, I know I can certainly attest to this…in fact, when I was in grade school I used to get “sad faces” on report cards all the time because I would talk too much in class! I longed for more time focused on me vs. competing with my siblings. But that’s not exactly the scene for this story…

When it comes to sales, you’ve got to have strong listening skills. (I’d even go so far as to say it’s the most important skill.) Yet I’ve seen countless people make this tired mistake all the time: poor listening. If you want to get somewhere in this industry, it’s time to step up and listen up. Here are three simple things you can do to improve your listening skills today. (Your future self, and business, will thank you.)

1. Listen with the intent to understand, not to say something back in return.

Closing a sale can feel intimidating. And the minute you get too lost in your head thinking about what YOU plan to say next, you most likely already lost the sale. Think of the classic car salesman example—everyone knows they don’t actually care which color, make and model you choose, they just want the deal! To show you’re really listening, maintain eye-contact and stay intent on actually hearing what the person is saying. One of my favorite tricks is to repeat the first or main point three times in your head to solidify it in your memory. Don’t forget, it’s your job to walk away fully understanding what was discussed

2. Ask questions.

Deepen your understanding of the conversation by showing genuine curiosity to the person speaking. Keep the conversation flowing with follow-up questions, or ask for additional context to a problem or situation you are trying to help solve. Not only does this demonstrate that you’re actively engaged in the conversation, but that you’re willing to be a true partner. Also remember, a lot of communication is nonverbal, so make note of their body language for any cues that might better steer your conversation in one way or another. One glimmer in the eye or a half smile can say a lot!

3. Never speak just to insert your opinion.

I never go into a sales pitch with a true agenda. I know the name of whom I’m meeting with, yes, but beyond that I don’t prepare much else. Too often, people in sales go to meetings where they half listen to their prospective client, just waiting for the window of opportunity to jump in with their memorized elevator pitch. Annoying much? Also, how often does this actually work? Let the client do the talking. When you listen to your clients’ problems, you’re uncovering opportunities that can make their business better. And that’s everything. They want to hear about your solution, not just another sales pitch.

Does emphasizing the importance of good listening sound basic? Maybe. But take it from me, once you start putting these principles into practice, you’ll stress less and sell more. So…listen up!