BBC 009 : Why Active Listening is the Key to Business Coaching Success

Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets

Do you know how to truly listen?

If you answered no, then this session is a MUST.

Active listening is a critical success factor to selling and obtaining coaching success. To be a great coach and obtain clients with ease, you must always be listening to what a client is saying, as well as what they aren’t.

In today’s busy and competitive world, truly listening has become a thing of the past. We ask shallow questions, and while they are being answered we think of the next profound thing to say. Of course that’s if we are not also checking our phone for emails, social media updates, and that call we have been waiting for all day.

In this session of Better Business Coach Podcast I discuss the importance of active listening, explain how it assists you in asking deeper and more thought provoking questions, and share with you what Brian Tracy in his book, “The Psychology of Selling,” has coined, “the five keys to listening.”

If you want your clients to think you truly understand them, feel completely in control of any sales encounter, and master the ability of asking deeper and focused questions, then this session is a must!

Episode outline: [Tweet ““Seek first to understand, then to be understood.” – Brian Tracey – “Psychology of Selling”“]

You have to be quiet to listen – As a coach you are paid to listen, understand, ask thought provoking questions, and advise. However, it all starts with listening. Many times, a coach destroys a relationship with a client unknowingly because they just don’t know when to be quiet. A client will say something, and then you hear your inner voice scream, “I know how to fix that!” or “Ask another question!” To be an exceptional coach, you must silence that screaming inner voice. You must learn to embrace the art of what Daniel Goleman in his book, “Emotional Intelligence,” describes as self-regulation.

Why is listening so important?

1. It is lonely at the top of any business and some clients just want someone to vent, brag or talk to.
2. It allows you to listen for the feelings behind the words and the underlying message between the lines.
3. It allows you to ask deeper, more targeted questions.

Become comfortable with silence. [Tweet “”Sales takes place in the words but buying takes place in the silence.” – Brian Tracey – “Psychology of Selling”“]

Don’t be afraid of silence, as it gives people the chance to answer. So many coaches interrupt something profound because they can’t handle silence. Again, you must learn to self-regulate so a client has the opportunity to organize their thoughts, challenge their current beliefs, and view things from a new perspective. If you can’t learn to be comfortable with silence, this will greatly detract from your ability to achieve coaching success with your clients and drastically reduce your ability to convince prospects that you are the right coach to move forward with. I know it is difficult, especially when selling, however, it is a skill you must acquire.

Brian Tracey’s 5 Keys to Listening: [Tweet “”Listening is the key to sales success” – Brian Tracey – “Psychology of Selling”“]

1. Listen attentively without interruptions – The simple act of ensuring your client feels listened to creates a physiological change within them. Their self-esteem goes up and they feel indebted to you for it. To ensure they feel truly listened to, do not interrupt them to share your own ideas. Face the prospect directly, lean forward, nod, smile, and agree.
2. Pause for 3-5 seconds before replying, even if asked a question, to:
   • show your client that you value what they said
   • hear the prospect at a deeper level
   • avoid the risk of interrupting the client (they may just be re-organizing their thoughts)
3. Question for clarification – Pause and then respond, “How do you mean?”
4. Paraphrasing in your own words – Shows the client you paid attention and were really listening.
5. Use open-ended questions – These are questions that can’t be answered with yes or no, such as who, why, when, were, how, what and which.

Take Action:

As I have said many times before, this information will transform your coaching and sales success, while it is also a waste of time if you don’t use it. So:

• practice
• test
• experiment
• perfect

Go out and practice your new listening skills and notice the difference in responses you get from people when you listen well and not so well. I think you will be astounded.

Keep me in the loop:

I’d love to hear what differences you notice in the comments section below:

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. Brian Tracey
2. Daniel Goleman

The post Why Active Listening is the Key to Business Coaching Success appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.