One of the worst feelings you can get when you’re talking to someone is the impression that they’re not listening. We’ve all been there. You’re talking about something important and interesting and the person you’re speaking to doesn’t seem to be listening to a word you’re saying. It’s frustrating.
Of course, the other person could be listening to every word, but you can’t tell.
That’s why active listening is so important. When someone is speaking to you, show them you are listening. Don’t make them guess if you are paying attention.
Otherwise, they might get in their head and start thinking about how you’re not listening and perhaps even adjust what they’re doing to try to get your attention. Or they might get frustrated or flustered and deviate from what they actually planned to say. Either way, you’ll miss out and you could develop a reputation as someone who doesn’t listen or care.
When you’re trying to build rapport, you want them to trust you and the best way to do that is to show you care.
Be sure to send verbal cues and nonverbal cues that you are fully present. Let them know they matter and that what they are saying matters. This helps them feel comfortable and they’ll respect that you are someone who cares about them and their needs.
Active listening is a critical part of sales. It’s not just what you say; it’s how you react and the impression you give. You may be an internal processor of information, listening intently, but if you’re not projecting that to the other person, how would they know?
When you’re selling to someone, it’s vital that they know you’re hearing and understanding their concerns, pain points, and needs. It’s an important part of improving your communication skills and building rapport.
Your body language matters. Nod when they make points. Look them in the eye. Respond to what they’re saying in a positive way that lets them know you’re engaged. Use phrases like “yes,” “that makes sense”, “that’s good”, “I hear you”, or “I understand” to give feedback, so the speaker knows you’re tuned in and you care.
The idiom “people don’t care how much you know until they know how much you care,” may be the most powerful truth in building and maintaining rapport. Don’t leave it up to them to guess if they’ve been heard.
People can’t hear until they know they have been heard. They won’t listen to what you have to say if they think you didn’t listen to them. They won’t believe that you can help them if they think you weren’t paying attention while they were explaining their situation.
Whenever someone is talking to you, pay extra attention to how you act and project that you are engaged and listening. You can’t overdo it. The Martinelli Sales Method can help you learn exactly how to do this and how you can use it to increase your sales and build wealth. Get started today!