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    The Art of Listening

    Writer's picture: Charlie BrownCharlie Brown

    Updated: Aug 30, 2023



    Sales people are always on the offensive. We have loads of great information and help for people who could do so much better if they just listened to us or had what we are selling. But remember: When you are on the offensive it doesn't pay-off to be offensive.


    It's important you find out all you can about your customer's wants and needs to be able to understand how you can help them. And you can do that by talking, asking questions and listening.


    People can tell if you're listening to them or just wishing they would hurry up and say what is on their mind so you can tell them what is on yours.


    There is an art to listening.


    Too few of us take time for honest communication these days. We have a point and it's our job to get it across. Being as enthusiastic as I am, I add myself into this mix. I remind myself by saying: "My opinion, often wrong but never in doubt".


    Maybe it's time we step back and take a hard look at our delivery. Are you leaving any pauses for questions, comments or critique? Are you listening, or just skimming over the responses so you can get on with your presentation?


    Benefits of Active Listening • Builds Trust and Strong Relationships

    • Can Help You to Resolve Conflict

    • Prevents You From Missing Important

    • Enables You To Identify or Anticipate

    • Helps You To Build More Knowledge


    There may be a course to teach you how to be a good listener. But I think the best way is the EARS-OPEN approach. Practice your delivery! Carve out pauses or spaces for responses for other people's ideas. This means you must recognize that at times you must be quiet.

    Zip it! Like my grandma used to say "Hush up".


    Wisdom is the award you get for a lifetime of listening -- when you had rather be talking!





    Speaking of listening . . . I'm looking forward to your comments and suggestions.

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