Some of the most
successful entrepreneurs have yet to hone their listening skills--and it could
be working against them.
If you take the
time to hear what others have to say--particularly your employees and
customers, whose feedback is invaluable--you will build a loyal following for
your brand. But be careful not to judge or criticize; just simply listen.
Here are five
techniques to do so more effectively:
1. Open up your
body language. Your body language reveals your interest or disinterest in
a story. When actively listening to someone, lean slightly forward and make eye
contact. A simple smile and the occasional nod will show that you're interested
and engaged.
In situations where
you feel slightly uncomfortable--such as a networking event--you may have a
tendency to cross your arms, put your hands in your pockets or exhibit other
forms of nervous behavior. These small physical barriers can discourage others
from approaching you.
2. Stay engaged. If you're in a busy area, focus
more on the person you're with and less on what's going on around you.
Similarly, while on the phone, turn your back to your computer and give the
person you're talking to your full attention. When you're distracted by
technology, it makes others feel unimportant.
3. Resist the urge
to interrupt. It can be tempting to finish someone's sentence to show
you comprehend their message, but it can come off as rude. Listening builds
trust. If you interrupt someone--even with good intentions--it denies the
speaker the opportunity to fully express her feelings or opinions. To ensure
that you won't interrupt, always pause for a few seconds before responding.
4. Ask questions. The two most powerful words in
a conversation are, "Tell me." People will perk up when you ask them
pertinent questions and listen attentively to their responses. If you take an
active interest in the lives of others, they will return the favor.
Open-ended
questions provide the best opportunity for people to elaborate on a given topic
and will keep the conversation flowing smoothly. If you don't understand the
point someone is trying to make, ask for clarification or specific examples.
5. Practice
empathetic listening. Listen not only with your ears, but with your eyes and
your heart. You don't have to necessarily agree with the speaker, but imagine
how he or she feels. Put yourself in another person's shoes to fully understand
their point of view.
Unfortunately, most
people don't listen to comprehend; they listen to reply. Don't focus on what
you're going to say next. It's distracting and hinders the conversation. Focus
on the speaker's story. Ask yourself, "How would I feel if this happened
to me?" And once you've fully absorbed what the person has said, respond
thoughtfully.
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