When information is inaccurately communicated, business suffers as individuals, teams, and organizations lose opportunities for growth and financial gain. Conversely, listening skills can create power in a multitude of ways, such as the facilitation of ideas, improved accuracy of information, increased esteem for people, open-mindedness, and more.
Lend an Ear Increase your leadership qualities and selling skills by trying the following:
Maintain eye contact and avoid distractions. It is difficult to let your mind drift when you are looking directly into the eyes of another human being. Moreover, this gesture of respect creates a powerful connection that dramatically enhances communication and opens up opportunities for ideas and mutual growth between two people. Ask questions with sincere interest. In a sales and management role, it is easy to ask questions that are manipulative and motivated by selfishness. If you are already thinking about what you want to say before another person has finished speaking, that may be a sign that you are not sincerely interested and, more significantly, that you have stopped listening. Listen and keep an open mind in order to truly understand the viewpoints and gifts of other people.
Embrace diversity. In a world in which the media tend to homogenize our daily existence, take time to enjoy the differences in humanity, one individual at a time. Powerful leaders do not strive to mold individuals into a homogeneous performance unit, but instead allow each person to blossom freely and contribute by using their unique strengths. When you listen carefully, you recognize that everyone will contribute differently and should be managed to bring out their best traits. Read someone else’s story. It is easy to believe that the “other guy” has had an easier path in life. We often get so caught up in our own struggles that we fail to realize that every human being has a story to tell and believes that his or her struggle would make a good novel. Walk a mile in their shoes, then a few more. Almost everyone’s life story probably would make a good novel—if you are willing to stop and listen to it. Don’t interrupt. If there is one characteristic that differentiates a powerful business leader from an imposter, it is the ability to listen without interrupting someone. Powerful executives can do this because they possess security and self-esteem and know they have nothing to prove. Don’t interrupt and you’ll discover that other people are more anxious to listen to you when it is your turn to speak. Patience is power. Remember that great managers and Sales Leaders recognize their own limitations and know they do not have all the answers. Listen carefully to others and you will attract attention and develop powerful alliances. You will develop better employees, customers, and team-mates, and you will feel better about the way you can make people feel about themselves. And you most definitely will learn something in the process.
Rick Davis is president of Building Leaders, Inc., a Chicago-based sales training organization. 773.769.4409. E-mail: rickdavis@buildingleaders.com
