Increase Your Sales By Listening More

One of the most impactful books I’ve listened to was the audio book by Richard Branson called The Virgin Way. Mr. Branson is one of the most successful entrepreneurs in the world and the book is fascinating. One of the chapters which really struck home with me was one about listening. Mr. Branson says that listening is one of the key attributes to being successful and one that he has excelled at over the years.

Listening is a skill that is required to be a successful entrepreneur, manager, or sales professional. Although we know we should listen to our prospects, customers, and friends/family, often times we don’t really listen well. There are many reasons for this. We all have a lot to say, right? In order to really be successful in sales, in business and in life, the most important skill to master is listening. Following are tips I’ve learned over the years on how to master the skill of listening.

7 Ways To Listen Better, Sell More, and Build Better Relationships

1. Take Notes – One of the big takeaways from Richard Branson I heard was that he has always taken notes during meetings, phone calls, and conversations. Taking notes has forced him to be a better listener. It also shows the other person you are interested in what they are talking about. Another benefit is that he will often refer back to his notes at a later date, which has helped him in business and in life by being able to recall details he otherwise would have forgotten.
2. Stop Thinking About What You Are Going To Say Next – It is clear to me when I am speaking with someone who is thinking about what they are going to say next. They will nod their head like they are listening, but when they open their mouth you KNOW they have not heard a word that you’ve said. DON’T BE THAT PERSON.
3. Make Eye Contact – It’s easier to focus on what the other person is saying when you make eye contact. A good way to do this is to focus on one eye during the conversation. Maintaining eye contact also helps make the other person feel you are interested in what they are talking about.
4. Don’t Multi-Task – This is especially true when you’re on the phone or on a Web meeting. When you multi-task it is almost impossible to really listen to the other person.
5. Make Your Conversation a Priority – We all lead busy lives. If you are having a conversation with someone who is important to you then focus on that conversation and stop thinking about what else is going on in your life. The other person will be impressed, you will actually hear what they are saying, and you will be a person that stands out from the crowd.
6. Ask Great Questions and Then Ask Follow-Up Questions – Make sure you ask great questions. Then ask great follow-up questions too. Many times the person you are speaking with will answer the first question with a short answer. When you probe with questions like “What do you mean by that?” or “Tell me more..” you will quickly become the most interesting person in the world to the person who is talking. This is because there are very few people who take the time to listen and the other person will love the fact that they get to talk to someone who wants to listen to them!
7. Talk Less – One of the quotes from The Virgin Way is “Talking less makes you sound smarter’. Talking less forces you to listen more.

Listening is a skill that will improve your sales and build better relationships. Try one or more of the above techniques and see how it works for you!

Was this helpful? If so, I’d really appreciate it if you leave a comment below or share on Facebook or your favorite Social Media!

Michael Hurd, Executive Coach