Are You Actively Listening to What’s Important?

You might be familiar with the concept of active listening where you’re not just hearing what the person is saying to you, but you are processing this information as well; taking it in, making sure that you’re understanding where the speaker is coming from and then clarifying and contributing to their thoughts in order to grow and nurture the conversation.

How to Get Your Customer to Choose You – By Simply Listening

We all know that really listening and being involved in a conversation is extremely difficult.  Most of the time, you’re hearing what your customer is saying, you might be emotionally involved or even stressed about what they might say, or you’re trying to get all your information together so that you can prove to them how wonderful you are.

None of that is necessary.

All you need to do actively listen for "What’s important."  That’s it.  Put your radar on and really listen to what your customer is saying, how they are saying it and the questions that they are asking.  The only questions that you are asking yourself are:

• Why are they telling me this?
• What’s important to them?
• How does what they are telling me – tell me what’s important to them?

As you start getting some insight during the conversation – take the time to actually SHOW them that you’re listening and processing by saying something like this:

"I get the impression from what you’re saying that having access to a real live person to answer your questions is really important to you.  Did I understand that correctly?"

Take note and move on – your customer will be left with this wonderful impression of being heard and understood.  You might be left with a new customer or customer project.