UNEXPLODED ORDNANCE - Wind Energy Network

BUSINESS DEVELOPMENT
REALLY
Are You
Listening
Asking your prospect all the correct
questions is wasted if you don’t hear
what he or she says, either in words
or more subtly in tones or partial
hints. Being a good listener requires
more than just keeping quiet while the
other person is talking. Do you hear
everything that is being said Do you
understand it completely
Here are some tips on how to become a
more effective listener:
FOCUS in on the basic message
Try to pinpoint the main ideas the person is
expressing. Ask yourself what the speaker
is trying to say. If you’re not sure, ask. “Bill, I
believe what I heard is-Am I on track”
UNDERSTAND what is being said
Keep asking yourself if you understand
what is being said. If you don’t, ask for
clarification - and keep asking until you
are sure you fully understand. “Bill, I’m not
sure I understand how this relates to that,
can you help me out” What you don’t
understand, you can’t recall. Additionally,
if you don’t understand what is being said,
your mind is more likely to wander and
your listening effectiveness diminishes.
Don’t get DISTRACTED
Don’t let trivial things like the speaker’s
appearance or random noises divert your
attention from what he or she is saying.
Listen to the speaker’s whole sentence.
Listen not only for content, but context.
Anytime you catch yourself being
distracted by something that draws your
attention away from the speaker’s words,
make a conscious effort to focus back on
the words.
Listen with your “GUT”
The speaker’s tone and body language
will impart meaning. These subtle clues
are quickly picked up by the unconscious
mind and leave us with a particular feeling
about the speaker. When you are left
with a “feeling” about someone after
a conversation - that they are sincere,
they are hiding something, they can’t
be trusted, etc. - it is a sign that your
unconscious mind has put two and two
together and come up with an evaluation.
Become PERSONALLY absorbed
You can’t listen effectively if you are
only “going through the motions.” Every
subject has some interesting angle, some
impact on you or something you can
learn. In order to uncover those elements,
you must first abandon your prejudiced
or pre-conceived ideas. If you enter into
a conversation with the notion that the
other person has nothing of interest or
importance to say, you will miss what is
important.
Get INVOLVED
Keep your active attention on what
is being said, and offer comments. If
the situation permits, offer your own
perspective on what is being said. Ask
a question or relate a relevant story that
reinforces what the person is saying, or
represents a different point of view. Ask
yourself how what the person is saying
relates to other situations or experiences.
In summary, LISTEN PROACTIVELY
There is more to listening than just
passively hearing the words someone is
speaking.
Andy McLaughlin
Sandler Training
www.centralnorth-east.sandler.com
www.windenergynetwork.co.uk
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