Active Listening

Effective listening involves more than just hearing what other people are saying. Listening errors occur and usually result in misunderstandings, missed business opportunities, premature judgments, and wasted time and money. To get the full meaning of what someone says requires energy and discipline, both of which contribute to what is known as active listening. In the article “Learn to listen, and you’ll learn to sell,” David Connolly explains that, “the best agents in the insurance industry talk only 20% of the time during an interview with a new prospect, and that 20% is in the form of questions.” David Connolly is an independent agent, owner of Splinter Group Consulting, and executive vice president of the Cabinetmaker’s Association. David also stresses that listening more than talking is unnatural for most people, but active listening is a key point in building relationships and gaining knowledge. Some tips for active listening include: attending to yourself, focusing on the speaker, and then being able to reflect back. Employing these techniques can help make