Are your customers good listeners?

I have two questions for you.

1. Are you a good listener?
2. Do you make it easy for people to listen to you?

The International Listening Association conducts research on listening and has found that the average amount of information people retain after 24 hours is 26%.

It is not good to speak with a prospect and possibly catch less than 26% of what they say. How can you begin to understand their needs when your listening skills get in the way? Research shows that most of us must improve our listening skills. Here are some tips:

• When someone else is speaking, if you hear your voice in your head, that is proof that you have stopped listening—quiet that voice.
• Concentrate on what the other person says, not what you will say.
• Picture what is being said.
• Be quiet.
• Work to avoid distractions.
• Become comfortable allowing yourself to pause when a speaker finishes speaking. Gather your thoughts, then speak.

What about your prospects? Do you find it discouraging that there is proof they will retain about a quarter of all the amazing things you told them about your company, solutions, and how you are a better choice than your competition? How can you help your prospects improve their listening effectiveness?

• Minimize distractions.
• If you tend to speak fast, slow down. If you tend to speak slowly, speed up.
• Pause between sentences.
• Keep them engaged. Ask for their feedback often with questions.
• Does that make sense?
• How do you feel about this?
• What do you think?
• Do you agree?
• Will that work?
• Is that of interest?
• What concerns do you have?
• Have I said anything that concerns you?