Are You Saying What they Want (Need) to Hear?

Or are you just speaking in the best way you know how, because you are an expert on your subject and after all the that’s yelling at phonewhy they want to use you isn’t it? Well yes they do. Whoever you are contracted to does want to use you and they may well know you have the technical expertise. However they also want and need (more importantly) you to listen in a way that when you answer them they know you have really listened to them.

How might you do that?

Well ask your customer, client (significant other) ‘what’s important to you?’

Then listen, listen to their words (make a mental note, write their words, avoiding your version, write their words down, or ask for permission to record – saying you want to get things right for the client).

Then assuming you have their words, you can simply repeat their words back i.e. ‘having fewer breakdowns’, ‘having less problems’, ‘having uninterrupted work time’ and add on to their words in a ‘pass the salt kind of voice (politely)’ – what’s important to you about that?

Do this three (yes 3) times.
Your client, customer significant other will know, will feel listened to and you could be surprised, as often the first thing we say is not what is really important, the more important thing comes later.
You will have much improved information with which to work and you’ll get it right for the client and be their contractor of choice.
You may also hear about problems, about things they want to avoid. The worst thing to talk about in this case, is what they will gain or achieve, because they want to know how you will help them avoid, steer clear of, not have, get rid of, exclude, move away from these issues.
On the other hand if your client wants to know about what they will gain, will achieve from your services, tell them just that.
Try it out and things might just work better (and by the way the majority of the world of work likes things to improve, be less of a problem, easier, rather than new and different).

If you’d like to know more faster, please take a look at my LInkedIn profile and some of the Slideshare presentations on my Summary there, as well as previous articles on LinkedIn or contact me Rosie O’Hara the Developing Works website, or via my Coaching Website tel. +44 (0) 7796 134081 (What’sApp as well), +44 (0)1224 900748, +44 (0)1309 676004. And please comment on this blog too.

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