When someone is talking to you are you listening or just waiting for your turn to talk?

Are you busy thinking about the questions you’re going to ask when you should be concentrating on what the other person is saying to you?

How would you rate your listening skills? How would others? What kind of listener are you? One who is only interested in facts? Or do you care about feelings and emotions too? Do you follow a rigid and clinical discovery process, or do you create an environment in which people feel comfortable sharing personal and sensitive information with you?

How much do you learn about a client or prospect when you’re speaking? When you’re listening?

What does the acronym “WAIT” stand for? “Why am I talking?” Remember it next time you’re meeting with a prospect or client…or a colleague…or a family member.