Listening versus hearing. We all can agree there is a subtle distinction between the two. One is voluntary and active. The other is involuntary and passive. The way you use both in your interactions with your team, prospects, and clients is another characteristic of your personal culture.
Hearing
Sound enters your ears, your brain processes it and you know what you have heard. It’s natural and happens without you having to put in the effort. You hear the alarm. The notifications on your phone are familiar tones translating the arrival of email and text messages. When your prospect or client is communicating, you instinctively tune in. You make sure they feel heard by nodding and noting their points. They may feel better having communicated to you, but they also need you to communicate back. But just having heard what they have said is passive. Your client is heard but left without guidance.
Listening
Listening is active. It’s attentive. Maybe so attentive that the client communicates a pain, and you offer a solution to solve that problem. However, you jumped too fast and did not hear the and, or the but, that went along with that communication. You listen long enough to take over the conversation and advise. The problem is, you may be missing additional information the client needs to convey.
Listening and Your Personal Culture
This week, Steve elaborates on how you listen is characteristic of your personal values. See where he suggests you bite your tongue… and when you should speak up. Getting the balance right will have listening your way to sustainable sales success!
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