A recent study by Ramsey and Sohi in the Journal of Academy of Marketing Science clearly establishes that a customer?s perception of how well someone who sells listens, has a positive association with trust. Listening includes such behaviors as giving your full attention to the customer, responding to acknowledge understanding and asking clarifying questions.

People say I?m a good listener.

In my corporate training programs for sales people, customer service representatives and organizational managers, I offer a six hearing aid approach to listening:

First, give your full attention to the person you are talking with.

Second, sort through any filters or barriers to your listening fully.

Third, anticipate keywords.

Fourth, ask clarifying questions before you do your talking.

Fifth, listen for feelings first and specifics second.

Sixth, take notes of keywords, important ideas and the whole picture as you listen.

And who holds the advantage to be able to do this best ? the introvert or the extrovert? Yes; it?s a rhetorical question.

I can?t remember who I am borrowing this exercise from; it?s a variation from a professional speaker who specializes in ? listening. Write down the top 5 speakers who you have heard speak. Write down the top 5 listeners who you have met this past week. Which is the harder for you to identify and why do you think this?

Many traits we may have come to think are hindering introverts in being successful are actually the most critically needed skills to bring to bear to success in sales and business!