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THE POWER OF READING PEOPLE

• Can you comfortably sit in silence during a conversation,
dedicating yourself entirely to listening?

Discuss your observations about your listening style with colleagues,

managers, or friends. If you notice areas for improvement, it might
be beneficial to actively work on enhancing your listening skills.

This not only helps in understanding others better but also in build-
ing stronger, more effective relationships.

Listening Satisfies the Need for Recognition

Listening attentively to customers often builds trust quickly, as it
shows serious engagement with their needs and desires. This is not

common in everyday interactions; for instance, educators frequently
observe the lack of listening skills among young people, whose at-

tention wanes quickly.

Why does a listening salesperson gain trust more readily? Listening

attentively fulfills a basic human need for acknowledgment. The
customer feels their ideas are understood, their expectations are

considered, and they are valued and respected.

Effective listening involves several layers. It starts with letting the

other person speak without interruption. Then it moves to para-
phrasing their words to ensure understanding and avoid miscom-

munication. The highest skill in listening is perceiving the unsaid—
interpreting the nonverbal cues like body language and tone. For
example, a skilled listener in sales can discern from a customer’s

demeanor if they are feeling pressured or anxious and can ask ques-

tions to uncover underlying concerns.

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