Demonstrate Your Ability to Be a True Business Partner: Listen Actively (Part 2)

Do your prospects believe that you will be a true business partner for them? To help you achieve this goal, I shared with you in my last video the first three steps of active listening. Today, I’ll share the final 2 steps.

I shared Step 1 for active listening: Blend; Step 2: Backtrack; and Step 3: Clarify.

Now, here are the final two steps:

Step 4: Summarize
Here, your goal is to show that you have listened and understood. Paraphrase what your partners have just said. Say something like, “So, if I understand you correctly…xyz. Paraphrase their meaning as accurately and concisely as you can.

Step 5: Confirm
Here, your objective is to be sure that your conversation partner feels satisfied. Ask: “Do you feel understood? Is there anything else?”

When you use the five steps of active listening (Blending, Backtracking, Clarifying, Summarizing and Confirming), you’ll be better able to convince your prospects that you’ll be a true business partner for them.

That’s a strategy for building relationships and generating business.

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