Are you a good listener? According to the International Listening Association, most think we are but are not. The average listening efficiency is about 26%. Ouch! We can improve!
Our definition of listening consists of four components:
Are you surprised by this definition? Many of us confuse hearing and listening. To hear means:
There is a big difference between listening and hearing; successful salespeople master the art of listening. Effective listeners learn about others and their needs. They quickly build rapport and create a sense that they are trustworthy. Good listeners inspire confidence in others and recognize opportunities that move the sales process forward. They have fewer miscommunications with others. They make people feel important, and who doesn’t want to feel important?
Are you a good listener? Would you rate yourself higher or lower than 26% efficiency? Don’t know? Interrupting is the biggest giveaway that you are not listening. If you interrupt others, it is safe to say you can improve your listening skills. Interrupting reveals that you are focused on what you want to say, not what the other person says. You are not listening! And by the way, many of us interrupt in our heads. Your mind starts to wander, or you begin disagreeing in your head with the person speaking. Loss of attention is also interrupting! If you are an interrupter, the good news is you can start changing that right now to become a better listener. Here are some tips:
You can mix up the letters in the word listen and create a new word: silent. Silence is how you become a better listener! Everyone you interact with will be better off when you become a better listener.
Join our next Listening workshop to become a better listener.
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