Good vs. Bad Listening

Good morning. Frustrated by chats that feel like you're communicating with single-celled organisms?

We're breaking down active listening to help your conversations evolve (forwarded this email? Join +100k members here).

From The Wolf’s Desk:

Today’s Briefing

• Insight: What Is Active Listening?

• Action: 5 Steps to Active Listening Mastery

INSIGHT

What Is Active Listening?

Active Listening is technique that you can use to immediately build rapport with your customers.

The key components of Active Listening in sales are:

1. Full Attention: Give your complete focus to the customer, avoiding distractions. For example, maintaining eye contact and putting away your phone.

2. Non-verbal Cues: Use body language to show engagement. For instance, nodding and leaning in slightly during the conversation.

3. Reflective Listening: Paraphrase and repeat back key points to ensure understanding. Example: "So, if I understand correctly, your main concern is..."

4. Asking Probing Questions: Delve deeper into the customer's needs with thoughtful follow-up questions. For instance, "Can you tell me more about how this issue affects your daily operations?"

5. Empathetic Response: Show that you understand and relate to the customer's situation. Example: "I can see how that would be frustrating for your team."

The core principle of Active Listening in sales is to shift from a product-centric approach to a customer-centric one.

By truly listening and understanding the customer's needs, the salesperson can build trust, uncover pain points, and present solutions that genuinely address the customer's problems.

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ACTION

5 Steps to Active Listening Mastery 🎧

Here's how to crush your next sales conversation with Active Listening:

Step 1: Shut Up and Pay Attention Like Your Commission Depends On It

• Put away your damn phone

• Maintain eye contact like you're in a staring contest

• Lean in slightly (but don't be creepy about it)

Step 2: Become a Human Mirror

• Nod at key points (but don't look like a bobblehead)

• Match their tone and energy

• Use encouraging sounds like "mm-hmm" and "I see" (sparingly, you're not a parrot)

Step 3: Reflect Like You're a Verbal Disco Ball

• "So, if I'm hearing you correctly..."

• "It sounds like your main concern is..."

• "Let me make sure I've got this right..."

Step 4: Ask Questions That Make Them Think You're a Mind Reader

• "Can you tell me more about how this affects your daily operations?"

• "What's the biggest challenge this creates for your team?"

• "How long has this been an issue for you?"

Step 5: Empathize Like You're Their Long-Lost Twin

• "I can see why that would be frustrating"

• "That sounds like a real headache for your team"

• "I understand how that could impact your bottom line"

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Publisher: Jordan Belfort

Editors in Chief: Brock Swinson and Davis Richardson

DISCLAIMER: None of this is financial advice. This newsletter is strictly for educational purposes and is not investment advice or a solicitation to buy or sell any assets or to make any financial decisions. Please be careful and do your own research.