Research tells us that as a society, we aren’t such great listeners. Too often, we’re so focused on what we’re going to say next that we don’t take the time to really hear what others have to tell us. Being a good listener, however, is a critical component of the selling process. And it’s also the key to leading your sales team — and company — to the next level.
Start a dialogue by asking your team members regularly, ‘What do you think?” It’s a great way to start a conversation! Without realizing it, your sincere engagement and honest listening could pay off in a solid, productive exchange. A second way to become a better listener is to get to know your employees. How well do you really know the people who work for you? Do you know the saying that everyone has a story? It’s true! One of the most important things you can do with your employees is to take the time to get to know them and their unique life stories. People who feel their managers know, understand and listen to them often will work harder and exhibit greater loyalty not only to their teams but their companies as well.
Your mastery of the lost art of listening also can make others eager to hear what you have to say. Respect begets respect. If you give people the chance to speak and truly be heard, the more likely they will be to give you the same opportunity. One of the great things about learning how to listen is that people are more likely to listen to you.
Don’t think your listening skills need any improvement? Try keeping track of how much time you spend asking questions and listening during the next several meetings with employees and how much time you spend talking. The goal: To spend as much time listening as you do talking.
At Zebrafi, we help companies build up and inspire their sales teams and make their B2B sales processes more effective and successful. We leverage groundbreaking software that scores and vets the perfect prospect throughout the buying journey. Unlike an activity-based sales funnel approach, Zebrafi teaches sellers how to present value, speak the language of power, and build business materials supporting the purchase of their solution. Learn more about how we can help take your business to the next level: https://zebrafi.com/