Active listening skills demonstrate your ability to meet a prospect’s needs. Good listening skills play a significant role in developing a close personal relationship with a prospective client.
The goal of the first meeting with a prospect is to build a relationship by conveying your sincere interest in the person and the issues or problems they face. The best way to do this is to practice good listening techniques. Below are some listening tips that can help produce the results you want at the first meeting.
Active Listening Skills – Be Attentive
Pay close attention to what the prospect has to say. If you don’t understand something, ask the prospect to clarify it. Let the client complete their thoughts and only ask questions about what they have said. By doing this, you show their views are of paramount importance to you.
Pay Attention to Body Language
These observations will help you understand the prospect’s real feelings about the facts, figures, and ideas being discussed. You also need to be aware of your body language. As a listener, you will be telegraphing your feelings and opinions to the prospect.
Have An Open Mind
Don’t let preconceived notions make you “hear something different” from what the prospect says. Withhold from making comments until you have heard all the prospect has to say. Learning not to jump in too quickly turns a good listener into a better listener.
Active Listening Skills – Be Empathetic
Express an empathetic understanding of the prospect’s needs and concerns without passing judgment.
Displaying empathy will not only show you care and understand the problem or issue, but it may also help you close the sale.
Actively listening can also be employed during your day-to-day life, such as your personal or professional life. It can become your greatest asset and set you apart from others by strengthening it as a skill and using it frequently.
