It’s noisy out there…and tempting to work hard to be heard. Too many people are concerned about their “elevator speeches.” It’s understandable to want to know how to communicate what you do, but even more important to master how you listen.
The best way to open and build new business relationships is to listen. Listening is a real gift to your clients.
Listen to the real needs of the person with whom you’re speaking. Needs can be spoken or unspoken. To get to the heart of issues that really matter to your client or prospect, focus on any of the following:
- Their biggest current frustration
- A nagging problem they haven’t been able to solve
- A lost business opportunity
- A potential new business opportunity
- Common obstacles that threaten momentum
- Any specific fears, concerns or regrets
If you lead a team, help team members tune in to what really matters to the customer more than worrying about how to explain the product or service. Most people appreciate a good listener. Employees want leaders who listen.
Temper your need to explain or advise with the need for the other person to be heard and understood. Open a door to a new business relationship by making a quiet entrance.
