Many of the Timely Tips are about listening. Today we explore the other side of communication – how to be heard.
Too often we get so excited or have such conviction with what we want to share that instead of engaging our receiver, we overwhelm, frustrate, or shut down the intended receiver of the information.
To increase the receiver’s engagement – and listening – before you begin to explain something within your conversation, make the effort to:
First, start by stating your intention. Stating your intention provides an overview or preview of what you will cover.
• Jack, I have two things to share….
• Kim, building from what you just said, I have an idea…
• Anon, there is another possibility that addresses this situation …
Letting the receiver know your intention you are more likely to capture their attention.
Then connect the details of what you are explaining to them specifically. Tie the information into something specific they have said, done, or you know is important to them. I call this the What to WiifT (What’s in it for Them).
• The sales course has reinforcement built into the process which provides the ROI you said was necessary.
• I can turn around the information you requested by end of day tomorrow so you meet your deadline on Monday.
• In reviewing the options, we need to ensure that we address the original problem that led us to this point.
Consciously connecting the details/information to the person, their situation, the benefit to them builds value for what you are saying or recommending.
If you want to be heard, make the information you share valuable and relevant to your receiver. They’ll stop and listen without you shouting in their ear.
What do you do to be heard? Join the discussion by leaving a comment and share your best tips for getting your message listened to with the community.
p.s. To read more about the Whats to WiifTs concept, click here.
