Listen

Here are 5 helpful pointers for more effective listening:

1. Listening is loving. If you list the people who are good listeners, you no doubt list people you love. Listening shows you care and you are concerned with the other person.

2. Listen with your eyes. You show empathy when you make extended eye contact with our prospects. It also shows you have confidence in your product and in yourself.

3. Listen in silence - don’t interrupt! True listening is just that: focusing on what the other person is trying to convey to you. Therefore, listen in silence. You may have to ask for clarification and additional information. Remain patient until the prospect has finished his/her thoughts before doing so.

4. Respond to what you have heard. Show that you are “tracking” with the prospect by giving short verbal feedback such as “I see” or “I understand.” Nod your head and use appropriate facial expressions to respond.

5. Welcome the silence. Don’t be afraid of a period of time when no conversation is being exchanged. Silence is your ally. It shows that you respect the other person’s opinion. Silence allows you to catch up with the conversation. Silence can be used as a transition or as a means to let the message sink in.

It is possible to say too much. Very rarely is it possible to listen too much. Strive to listen effectively. After all, it may be the most important thing you do all day!