In relationship selling the skill of listening is extremely important. When you are actively listening you will hone in on signs that will allow for interactive [natural] dialog [conversation]. When you actively listen you will bond [connect] with your prospect [client] [customer] and will be able to clarify [confirm] their wants [needs]. Active listening requires you to be present. No daydreaming or multi-tasking allowed.

One of the best ways to maintain attention is to take notes. Handwritten is preferred. Typing can be heard by the client and they will think you aren’t listening. Write down keywords to later jar your memory so you can provide good [excellent] follow up. Make note of your summary confirmation questions. Listening is a rare skill and people want to be heard. Make listening part of your USP, unique selling proposition. This skill will separate you from your competition [competitors].

If you don't listen you will be misinformed [ignorant] [uninformed] when it comes to your customers needs [concerns]. This becomes a waste of time for both of you and is no longer relationship selling. Never interrupt yourself but be open minded to interruptions on their part. Many small business owners are operating from home and have small children. Prepare ahead to avoid distractions on your part. Close your email, turn off instant messenger, notify colleagues or family members not to disturb you. Be ready for your meeting [appointment].

There are many things you can do to improve [better] your listening skills. Practice active listening with your spouse or children. Do not interrupt. This too can be practiced with a child. Ask open-ended questions. Take notes using keywords. Reconfirm what has been said by repeating back what you have heard. Don't be worrying about what you want to say next.

In conclusion, you can see what an important skill listening is in the relationship selling process. As an added bonus practicing these skills with your family will improve your personal relationships.

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