From: “Throw the Rabbit, The Ultimate Approach to Three-Dimensional Selling“
by Joe Bonura, CSP
A good listener looks at the speaker and makes Eye Contact.
A good listener does not finish the other person’s sentences. There is nothing more irritating than trying to express an original thought when someone cuts in and assumes the rest of the statement.
A good listener uses positive body language. Keep your arms open, and not crossed, to indicate that you understand their ideas. Occasionally, nod your head or shrug your shoulders to get your body involved in the process of listening.
A good listener uses positive verbal signals. Say “u-huh” or “hmmm,” or “I understand.” As the speaker gives you information, these verbal signals, which give positive feedback, will reveal that you are in the conversation. Imagine the confusion if you telephoned someone, but they made no response when you answered the phone. You would continue to ask, “Are you there?”