Quick Reference 3

Quick Reference: Listen More, Talk Less

Key Points:

1. Why Listening Matters  

   - Builds trust and shows you value your client’s perspective.  

   - Helps uncover key needs and pain points.

2. Essentials for Active Listening  

   - Maintain eye contact and avoid distractions.  

   - Paraphrase to confirm understanding.  

   - Ask open-ended questions to dig deeper.

Quick Tips:

- Focus on understanding, not just responding.  

- Pause before speaking to ensure you’ve heard everything.  

- Take notes to capture key details.

Action Step:  

Practise active listening in your next client conversation—paraphrase and clarify at least once.