Have you ever thought about whether you are a good listener? Since strong working relationships are based on an exchange of information, listening skills are as vital as your ability to sell (“tell”) your solution or product. There have been plenty of advice articles written about talking versus listening and they make some excellent points but are you doing a good job becoming a better listener? The fact that you have two ears and only one mouth should offer guidance towards the appropriate balance of talking and listening.
I want you to try something for a couple of weeks. Next time you meet with someone that is new, whether its work or social related, do a post evaluation about your listening skills. Ask yourself how much you learned about the other person versus how much they learned about you. It will make you think about how your conversation went and will help guide you toward the best balance.
For example, when I have done my own internal evaluation, I realized I have learned so much about them as where they grew up, went to school, activities they like, if they have children, what do they like to do with their free time, etc. Obviously, a conversation at a party is different than at a sales appointment but it gives you an idea as to what I am talking about.
All of us want to work and socialize with people who make us feel good and important. When you focus on your client, you may find you have gained more than a sale.