Most of us probably overestimate how good we are at active listening. In a sales environment, it can be especially challenging. As you juggle between different targets and clients, you might find yourself only half listening. As a result, you may miss important details or misread situations.

Fortunately, you can take some simple steps to correct course. According to a post on the Center for Creative Leadership blog, enhancing your active listening skillset involves more than just hearing someone speak. Instead, it’s a combination of 6 different actions. We discuss the post in this issue of PromoPro Daily.

  1. Pay attention. Don’t cut the person off, finish their sentences or start formulating your answer before the other person has finished, the post says. Pay attention to your body language as well as your frame of mind when engaging in active listening. According to the Center for Creative Leadership, you should stay focused on the moment, make eye contact and operate from a place of respect as the listener.

  2. Withhold judgment. Keeping an open mind is key in improving your active listening. The post advises being open to new ideas, new perspectives and new possibilities. Even when good listeners have strong views, they suspend judgment, hold any criticisms and avoid interruptions like arguing or selling their point right away.

  3. Reflect and validate. You may not have understood what the other person said, and the other person may not feel like you heard them. That’s why the post recommends mirroring their emotions by periodically paraphrasing key points. Reflecting is an active listening technique that indicates that you and your counterpart are on the same page. This is key in showing emotional intelligence, which improves leadership effectiveness.

  4. Clarify. If you’re unsure about something, ask questions. You could say, “Let me see if I’m understanding. Are you talking about X?” or “Wait a minute. I didn’t follow you.” Asking for clarification shows you are paying attention, the post says.

  5. Summarize. Restating key themes as the conversation proceeds confirms and solidifies your grasp of the other person’s point of view. The post says it also helps both parties to be clear on mutual responsibilities and next steps. Briefly summarize what you’ve understood while practicing active listening and ask the other person to do the same.

  6. Share. According to the post, active listening is first about understanding the other person and then about being understood as the listener. As you gain a clearer understanding of the other person’s perspective, you can begin to introduce your own ideas, feelings and suggestions. People are more receptive to new ideas and suggestions when they feel understood.

Becoming a better listener is one of the best skills you can develop as a promo pro. Use the techniques above with prospects, clients and co-workers. You’ll notice conversations shift as you become known as someone who doesn’t just hear people but truly understands them.

Compiled by Audrey Sellers
Source: A post on the Center for Creative Leadership blog.