LISTEN BETTER. SELL MORE.
It has been said that “Listening is not the same as hearing and in order to listen effectively you need to use more than just your ears.” Research shows that the average person listens at only about 25% efficiency.
According to Albert Mehrabian, a communications researcher, there are three basic elements of face-to face communication:
- 55% communication is nonverbal such as body language.
- 38% is verbal through tome – including pace and volume.
- 7% of communication is done through words.
- Dave Thesing said the following: “Listening with more than your ears requires that you learn how to read non-verbal cues and focus not only on what you want to say to a prospect, but how they respond to your message”. His three areas of focus are:
- Facial expressions. Frowning or raising of the brow line, blank stares, and squinting eyes are signs of being receptive.
- Posture. Changes in posture, such as leaning away, crossed arms or constant shifting in seat can convey a level of discomfort or indifference.
- Eye Contact. If your prospect is avoiding eye contact or constantly darting and shifting eyes off to blank space, this can signal a lack of interest, mistrust or insecurity.
The moral of this blog is to look at your own listening conduct when visiting with a client/prospect. Listening is a two way street.
If you don’t listen you miss the opportunity to build rapport, uncover buyer needs, and to let the prospect know you understand their world.
Like any other skill, effective listening takes practice.
MAKE IT A GREAT DAY!
Tips & Advice by Nick Petra, CFP – Founder of Strategic Duck and BizQuack
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