ChatGPT 4.0 concludes, "listening with an intent to understand is not just a sales technique but a critical component of effective communication. It helps in accurately identifying client needs, building trust, addressing objections, and enhancing the overall client experience. By mastering this skill, salespeople can significantly improve their ability to close deals and establish lasting relationships with their clients. In a world where clients are bombarded with sales pitches, the ability to listen and understand truly sets a salesperson apart".
Listen, or your tongue will make you deaf... is attributed to a native American proverb, and how true it is.
We all find ourselves falling into the trap of: Autobiographical listening. Filtering what others say through our own story, experiences, prejudices, biases and values is a challenge we all face. When we listen 'autobiographically', we are often listening with the intent to 'reply' rather than to understand.
I coach empathic listening:
Where the focus is on your 'intent' – The intent to 'understand'
Where initially you worry less about your response
Where you show acceptance, though not necessarily agreement
Where you're not afraid of pauses and silence
Think of yourself as a mirror. Repeat the speaker's thoughts and feelings back to them to build empathy.
LISTEN WITH AN INTENT TO UNDERSTAND.
