Listening is a vital skill in sales, often used but rarely mastered. Let’s explore three listening types and reflect on which one you predominantly use in various professional and personal interactions.
Selective Listening: The ‘mental filter’ approach. Here, you catch only fragments of the conversation, those that align with your assumptions or interests. It’s like taking a ‘mental vacation’ – you’re present but not fully engaged. The risk? Missing crucial information.
Responsive Listening:
This involves active engagement. You not only hear but also encourage the speaker. Expressions like “I understand” or “Tell me more” are common. It’s about seeking deeper understanding and showing your interest.
Reflective Listening:
The highest form of listening. You echo parts of the message to ensure mutual understanding. For instance, in a sales context, you might say, “So, you need a solution that is staff-friendly, space-efficient, can process X tests per day, with high uptime and under $25,000. Is that right?”
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Self-Reflection Time:
With your prospects, are you truly understanding their needs?
When dealing with customers, how deep does your listening go?
Are you fully present in conversations with your colleagues and manager?
How about with your spouse or significant other?
In meetings with a diverse buying decision group, which listening mode kicks in?
Remember, “Listening is one of the most frequently used sales skills, yet it is the least mastered.” Enhancing your listening can transform your interactions, both professionally and personally.
[Your Call to Action]: Share in the comments which type of listening you often find yourself using and how it has impacted your interactions. Let’s learn from each other’s experiences.
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