Brief: Four Ways to be a Better Listener
Customer conversations
What’s Inside
We hear everything that is said to us, but we listen to very little of it.In the brief, Four Ways to Be a Better Listener, we explain why listening is not a skill we are born with and how becoming a good listener strengthens customer relationships.
In this brief, we show:
- “Mirroring” leads to more successful selling outcomes, according to recent research
- Using reflection questions encourages the speaker to offer more detail
- Pacing the conversation demonstrates the listener’s attentiveness
- Periodically confirming the speaker’s thoughts reveals critical information
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