As a business relationship manager (BRM), you need to communicate the value proposition of your products or services to your stakeholders and customers. However, sometimes you may encounter roadblocks that prevent you from conveying your message effectively. How can you use active listening to identify and overcome these roadblocks?
Active listening is a skill that involves paying attention, reflecting, and responding to what the other person is saying. It helps you to understand their needs, concerns, and emotions, and to build rapport and trust. Active listening also enables you to identify any gaps, misunderstandings, or objections that may hinder your value proposition.
Active Listening Although the only way to be involved in conversation is active listening. If u really want to go inside a situation along with a solution provision is only possible if u listen carefully. Team expecting a solution and if u insist on them to repeat then they are aware that individual concentration is somewhere else rather than listening to the details, so to avoid such situations it's mandatory to be involved in conversation. This will create a clear individual identity.
Uma escuta ativa vem de conversas transparentes provocadas com perguntas abertas. Se o cliente n?o for t?o aberto, de difícil leitura, fazer perguntas abertas pode ajudar nesta comunica??o. Evite perguntas onde a respostapode ser apenas "sim" ou "n?o".
1. Pay attention and really listen, don't daydream! 2. Feedback by paraphrasing and summarising 3. Wait to respond, sometimes the other person just needs to be heard. 4. Clarify with questions so you really understand their concerns. And if your value proposition is good you can convince based on their concerns, not your definitions!
To practice active listening, you need to follow some basic principles and techniques. Show interest and curiosity through eye contact, nodding, and positive body language. Avoid distractions and interruptions by putting away your phone and closing your laptop. Ask open-ended questions that start with who, what, where, when, why, and how. Paraphrase and summarize the speaker's words to check your understanding. Provide feedback and empathy by expressing appreciation or disagreement with the speaker's views. Acknowledge their feelings and emotions without judging or blaming them. Summarize the main points at the end of the conversation to ensure understanding.
You need to be organized in order to effectively practice active listening, but beeing spontaneous might also help. During your value proposition meeting you must be focused to the person you are talking to, his gestures and postures, his sincerity, even his level of attention to your questions are important. Try to ask questions that will make him open up and use your own examples and ideas in order to stimulate him to answer in a way that will provide useful information to you and lighten up any dark spots without interrupting him. This will enhance the active listening positive results. Always try to follow up your conversation to spot hidden or inferred messages.
Using active listening, you can identify some common roadblocks that may prevent your stakeholders and customers from accepting your value proposition. These include lack of awareness, trust, interest, urgency, and resources. To address these issues, active listening can be used to educate the speaker about the value proposition and how it aligns with their goals and needs. It can also be used to establish credibility, reliability, and authenticity by sharing testimonials, case studies, or references. Additionally, active listening can help understand their motivations, challenges, and expectations to show how your value proposition can address them. It can also create a sense of urgency and importance as well as highlight the risks and costs of inaction. Finally, it can explore alternative solutions, negotiate terms or offer incentives that can overcome resource constraints.
Once you have identified the roadblocks to your value proposition, active listening can be used to overcome them. You can provide evidence and data to back up your value proposition and show the return on investment, the impact, and the outcomes that your product or service can deliver. Additionally, address any objections or concerns that the speaker may have with empathy, respect, and confidence. When emphasizing benefits and value, focus on how your value proposition can solve their problem, meet their need, or fulfill their desire. Finally, seek feedback and agreement from the speaker on your proposal and the next steps or commitments that can move the conversation forward.
Active listening is a skill that you can enhance with practice and feedback. To improve your active listening skills, look for situations where you can apply them, such as meetings, presentations, negotiations, or sales pitches. Observe how others use active listening and learn from their examples. Additionally, ask for feedback from your peers, managers, mentors, or coaches to identify your strengths and weaknesses. To further develop your active listening skills, read books, articles, blogs, or podcasts on the subject. Attend workshops, webinars, or courses to gain more knowledge. Finally, join communities or forums to exchange ideas and experiences on active listening and value proposition.