Bring your life into balance

Empathy works. It always does.

4 Steps to turn sales conversations into opportunities to connect

Leave a comment

ListeningSales conversations are opportunities to connect

Listening is one of the simplest and most effective ways to build connection. This is true for a job interview, a discovery session with a potential client, or a conversation with the manager of an organization you want to work with.

1. Start with your intention to serve

Connect to your desire to contribute to their well-being. Imagine the results you’ll create and visualize the happy faces of the people after they have worked with you. You can almost viscerally feel the relief, excitement and hope they have after they hired you. You are part of the solution, not the problem.

After you have centered yourself in your intention to serve, you are ready to listen to their goals and desires, and the challenges they face.

2. The simplest way of listening comes with silence

Just give your partner space to talk and be heard. This creates a safe space for self-connection. It also conveys the message that you are here for them. You’ll notice when it is time to reflect.

3. Repeat the literal words they used

Repeat the expressions that stood out, that seemed meaningful. This will often encourage your partner to delve deeper into their experience and share more. New facets of the issue come up.

4. Guess feeling and needs, when they seem complete

Some people are uncomfortable with reflection of feelings. They consider that soft, maybe weak, and they might feel vulnerable. If you sense their sensitivity, focus on guessing their needs. Needs are universally shared throughout space and time. We all have needs for connection, belonging, love, acceptance, to name a few (Click here for a list of needs). Many people feel relieved to receive understanding and acceptance of their needs. It helps them explore more deeply the different aspects of their issue.

If you practice listening like this, you don’t need to worry about your response or what to say. You have instant connection, while empowering your partner to find their own solutions. What more can you want?


You want to learn more about having sales conversations that nurture your need for integrity, contribution and connection? Contact me for a complimentary, discovery session. 512-589-0482

Author: Elly van Laar

I am a coach. I specialize in helping mission-driven professionals bring their lives into balance. I have a Master's degree in Political Science, Leiden University, the Netherlands. I'm currently in an ICF-coaching certification program. I love meditation, walking, gardening, biking, and hanging out with family and friends.

I am curious to read your response

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

This site uses Akismet to reduce spam. Learn how your comment data is processed.