Doesn't it seem like people don't listen like they used to?

This drives me absolutely nuts. I've had a couple of experiences the last few weeks which reaffirmed how important a skill listening really is.

My wife and I were in the hospital for 5 days waiting on our newborn son. In that time we must have spoke to 8 different nurses, 2 OB's, 2 pediatricians and numerous lactation consultants in the days since. Roughly 15 or so professionals.

Excluding 1 or 2, these folks all had a common trait--the inability to shut up, listen and then formulate a response.

My wife or I would ask a question, and before we could finish the sentence, the professional was cutting us off with their response.

This experience reminded me of a landscape contractor I partnered with on past projects. He would bring me along when he met his clients and he shared the same habit as those nurses and doctors--he just would not shut up and listen to the client.

I would just stand there and watch the client get irritated as the contractor would cut them off mid-sentence. He spent more time talking about himself and how great he was than actually listening to the client.

I learned a lot from those experiences. I've learned that you don't need to be the stereotypical slick salesman to be successful. You just need to know how to ask questions and listen to your clients concerns and ideas.

Basically just shut up and listen.

A client of mine told me just two weeks ago that she hired me over a few other designers specifically because I listened to her more than the others.

Listening is not a difficult skill to acquire. I still can't believe I'm writing a "Profit Tip" about this because it is so obvious. Though it's easy, it's not practiced enough.

So are you listening to your prospects and clients?

Do you let them finish their thoughts and questions before jumping in with all the answers?

Try to be more aware of this the next time you meet with a prospect for the first time. This skill alone will probably separate you from 90% of your competition.

All the best,

Chris Heiler, Editor

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