Listening is half of the communication equation. The benefits of listening intelligently are profound, especially for your sales team—those on the front lines working to increase revenue and profit for your company. In fact, one study of 267 leading U.S. businesses found that upgrading your team members' communication effectiveness is associated with a 30% improvement in your organization's market value.
This is our fourth blog in a series that dives into each of the four listening habits and their relevance to sales. The more we understand each of the four habits, the stronger our Listening Intelligence grows. We have already explored the various nuances of Analytical, Conceptual, and Reflective listeners. In this blog post, we’ll focus on the information Connective listeners pick up. It tends to be the information that has an effect on “others.” Let's dive into how to identify and connect with Connective listeners.
How to Identify Highly Connective Listeners
Pay Attention to Their Body Language
Highly Connective listeners tend to be warm and expressive. You'll notice that they are somewhat effusive in their body language. They have a tendency to nod, make eye contact and smile (more than the other listening styles) in response to your comments. They also may lean in when you are speaking with them in an attempt to create a welcoming presence that lets you know you are the center of their attention.
Analyze Their Language
The questions Connective listeners ask will focus on how the information you are presenting is going to be received by others. They will use words like “we, us and they” with very little use of “I.”
Connective listeners tend to inquire about relational concerns, such as how helpful individuals at their organization will find your product, and whether it will truly benefit their engagement and productivity. Their attention will be on the broad application of a product as it relates to other departments, employees and investors. Any inquiries surrounding the avenues in which your products and services can move their team members forward toward their goals can be key indicators that you are dealing with a highly Connective listener.
Key Ways to Relate to a Highly Connective Listener
Focus on Their Team's Needs
Since Connective listeners are chiefly concerned with how your products and services are going to support and serve the members of their team, that’s where you focus your attention. If you're selling a software package, for instance, they will want to hear information from you that outlines the ways in which your current clients feel they have benefited from your program. Some examples of this would be an optimized user dashboard that makes their work day more organized, or an easier ability to access in-depth data to help them spruce up their company reports. Highly Connective listeners will likely also want to hear about how your software would serve their company's clientele, but from a customer satisfaction point-of-view rather than a bottom-line perspective.
Be Open and Personable
A great way to break the ice with highly Connective listeners is asking questions about their team's concerns and priorities. Another great strategy is to be open with your emotional signals. Since they pay close attention to how you are reacting to what they say, it can be helpful to try to match a Connective listener's warm and friendly position. When mirroring their body language and matching their communication style, make sure to do authentically. They place extremely high value on how well they have personally or professionally built a rapport with someone, so sharing your stories and experiences can be a helpful strategy for winning a Connective listener's continued attention.
Advantages of Properly Communicating with Highly Connective Listeners
Access to Their Social Network
Effective communication with a highly Connective listener can bring great rewards. Their interest in supporting others' goals usually translates into having many professional connections. When they become a satisfied customer of yours, you’ll likely garner additional clients through their network that they’ll be more than happy to make introductions to.
Because Connective listeners place such a high value on their relationships with others, it's likely that they'll remain loyal customers as long as the connection is well-maintained. In the long run, you’ll likely become their first go-to for the types of products or services you offer, since they’re more likely to turn to those with whom they already have a trusting relationship.
How ECHO Can Help
ECHO’s Listening Intelligence methodology, programs and products can help your sales team members understand how their own listening preferences inform the way they communicate, and then use this knowledge to ensure they’re speaking in a way that best communicates value to each customer, according to the way that customer listens.
The latest NewVoiceMedia study reveals that nearly 50% of customers would be willing to spend more money if they felt they were being well-served and could speak with someone who knew how to effectively provide answers. Contact us today to learn how we can help your organization increase sales, customer loyalty and company performance using our holistic listening tools, techniques and organizational training.
Have you registered for the Sales Prospecting Summit hosted by Mailshake?
Our CEO, Dana Dupuis sat down with Sujan Patel, CEO at Mailshake, for an informative discussion about how listening improves sales results. Register to watch the interview and interviews from other top speakers offering their advice to help you be more successful in selling! The summit kicks off on August 14th, 2019 and you can register for free HERE.