The Art of Listening
“The art of conversation lies in listening.” — Malcolm Forbes
Every person is born with one of the most powerful sales tools available, a set of ears and the ability to listen.
Listening
Just listen? Seems like a simple, self-explanatory solution. Yet if it were easy and natural, everyone would be using this valuable skill.
Active listening requires practice.
- Truly listen to what your client is saying.
- Take the time to ‘hear between the lines’, to understand what is being said and unsaid.
- Do not interrupt their stream of thought. Wait for your turn to talk.
- Make eye contact and be engaged.
- Be fully present.
As opticians, we are busy being pulled and pushed in many directions. It is easy to be distracted, crafting responses during conversations and thinking about the other 99 things waiting for your attention.
The results are impressive as you become more practiced. Warning, you may experience the following side effects:
$ Reduced exchanges, returns and remakes
$$ Develop a relationship with your clients
$$$ Strong client retention and increased referrals
Win, Win, Win!
