Listen Up! Nancy Friedman, Guest Post

Do you know what the number one skill in sales and service is?

I gave you a hint in the title. Right – listening skills.

Do we really LISTEN? Most of us ‘hear,’ but do we really listen to what people are saying? Are there any methods, tricks, ideas, tips or techniques to make us better listeners? Yes, there are. Listed below are some of the often used skills of better listeners.

What do you think the difference is between listening and hearing?

Bottom line: Hearing is physical. Listening is mental.

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Listening Cues

listening cuesLearn to listen for specific clues as to how to best present information to new potential clients. By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Gear up your visual aids or computer graphics presentation for this person. Use lots of color, charts, photos, graphs, and diagrams.

For those people who say, “I hear what you’re saying,” you’d better gear your presentation to be more of an oral report. Be sure to include plenty of descriptive word pictures.

When people ask about investment information before you cover all the benefits they’re looking for, they’re probably “bottom-line” kind of people and your dollars-and-cents information had better shine.

People who like to “get a feel for” something will need to have something to touch during your presentation.

Remember, it’s the little things that make the biggest difference!

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).