Tips to Improve Your Listening Skills

Sometimes I’ve heard advisors or agent direct a conversation with a prospective client using the sales process instead of listening to the prospect’s needs. A sales process can be a guide for the meeting, but listening to your clients’ needs is what should direct the meeting. Trying to force your sales process sometimes can override your listening to their needs. You need to give them space to open up and communicate their concerns. They will only do this if they trust you and feel you are actively listening.

Active listening takes practice. It involves fully engaging with the person speaking and giving them your undivided attention.

Here are some steps to help you practice active listening:

1. Pay attention: Focus solely on the person speaking and eliminate any distractions. Avoid thinking about what you’re going to say next and instead, listen to understand.
2. Show interest: Show interest in what the person is saying by making eye contact, nodding, and asking questions. This will help you better understand their perspective and needs.
3. Ask questions: Ask open-ended questions to clarify what the person is saying and to get more information. This will help you gain a deeper understanding of their situation.
4. Repeat and paraphrase: Repeat and paraphrase what the person has said to demonstrate that you have heard and understood their message. This will also help ensure that you have not misinterpreted what they said.
5. Avoid interrupting: Let the person finish speaking without interrupting. Interruptions can be distracting and disruptive to the conversation.
6. Avoid distractions: Avoid distractions such as your phone, computer, or other devices. Give the person your full attention and let them know that you value their input.
7. Be empathetic: Try to understand the person’s perspective and emotions. Empathy will help build rapport and increase trust.
8. Practice: Make active listening a habit by practicing it in all of your interactions, both personal and professional. With practice, it will become second nature to you.
9. Be non-judgmental: Avoid making judgments or assumptions about what the person is saying. Instead, listen objectively and with an open mind.
10. Take notes: Taking notes during the conversation can help you retain important information and demonstrate your interest and commitment to the conversation.
11. Focus on body language: Pay attention to the person’s body language and nonverbal cues. This can provide additional information about their emotions, thoughts, and perspectives.

By practicing active listening, you will improve your communication skills and build stronger relationships with clients and colleagues. This, in turn, can lead to better outcomes and more successful meetings.

Pick one or two of these tips to practice at a time. If you try everything at once, you will be too focused trying to perfectly listen, that ironically it backfires. Implementing a few of the tips at a time allows for more organic active listening skills.