How to Balance Listening and Speaking in Client Meetings

When I started working in corporate, my biggest fear was going to meetings and not saying a single word. This changed when I shifted my approach. Whenever I joined meetings, I felt the unprecedented pressure of contributing, and my mind was always racing to find something to speak about. Then someone told me that if you don't have something to contribute, think of questions. Then, my mind was racing to find good questions. But eventually, I noticed the best leaders around me. They did something different → they came in, stayed quiet, and just listened before they said anything. Earlier, all my efforts were going towards finding something that I could say. After my observation, I practiced shifting my approach towards becoming a good listener first. I realized that I had to put my user researcher hat on. This change in approach not only alleviated the pressure to speak but also enhanced my ability to contribute meaningfully when I did decide to share my thoughts. What I found works best to become a better listener: 1/ Practice "empty-cup listening": Walk into every conversation assuming you might learn something new. Drop your mental to-do list, that running checklist of points you want to make, and focus only on understanding. 2/ Master the "3-second rule": After someone finishes speaking, wait three full seconds before responding. This slight pause shows respect and often encourages people to share deeper thoughts. 3/ Use the "mirror technique": Briefly summarize what you heard and ask if you got it right. Say something like, "So what I'm hearing is..." This shows you're genuinely paying attention. 4/ Watch the “white space”: Notice what people aren't saying. Their hesitations and pauses often hold the most valuable insights. When someone hesitates before saying "yes" to a deadline, they're probably seeing risks they're afraid to mention. By listening first, we can gather more context, understand different perspectives, and make more informed contributions. Teams also work better when their leader is a good listener. When leaders model this behavior, it signals that the team values quality over quantity in communication. So, are you a good listener? What are some listening techniques that you practice? #communication #Leadership #Trust #Growth

I used to walk into sales calls with a script. . . Feature lists, pricing details, success stories — all lined up. I thought if I talked enough, I could impress the client into saying “yes.” Most of those calls ended the same way: “Thanks, we’ll think about it.” That’s when it hit me: 👉 A sales call is won not by the one who talks most, but by the one who listens best. What didn’t work for me: ❌ Talking for 80% of the call, leaving no space for the client ❌ Jumping into demos without understanding real problems ❌ Assuming I knew what the client needed ❌ Pitching too soon, too fast What worked for me: ✅ Asking open-ended questions and then staying silent ✅ Listening for the hidden problem behind what the client said ✅ Repeating back their pain points to show I understood ✅ Positioning solutions only after they felt fully heard Here’s the truth: Clients don’t buy because you talk well. They buy because they feel understood. How do you balance talking vs. listening in your sales calls? I’d love to hear your approach 👇 #Sales #ITSales #B2BSales #SalesStrategy #SalesLeadership #SalesTips #BusinessGrowth #Entrepreneurship #ClientSuccess #ListeningSkills #SalesTraining #SalesMindset #ConsultativeSelling #RelationshipBuilding #SalesExcellence

Project Managers who listen achieve more Yet, many fail to do it. Project Managers believe their job is to have all the answers. So, they talk more and listen less. I made this mistake early in my career. I thought being a project manager meant jumping in with solutions and having the final say. Then, I noticed a pattern: → Discussions felt one-sided. → Team engagement was dropping. → When I asked for feedback, my team said: "You talk, but you don’t really listen." That hit hard. My constant solutions were shutting down their creativity. I wasn’t leading, I was micromanaging. I knew I had to change. Now, I see many early-career project managers making the same mistake. Here’s what helped me and I believe will help you too. 4 listening habits that transformed my leadership. 1/ Master the Pause ↳ Let ideas breathe. Pause longer because silence creates space for better solutions. 2/ Resist the Fix-It Mentality ↳ Not every problem needs your immediate input. Trust your team to figure things out. 3/ Ask Better Questions ↳ Instead of “Should we do X?”, try “What solutions do you see?” 4/ Stay Present ↳ Some problems don’t need a solution. Sometimes, people just need to be heard. Try this in your next team meeting: → Pick a meeting where discussions often feel rushed. → Pause for five seconds before responding. → Observe how your team reacts. → Reflect on the outcome. This simple shift will change how your team engages, collaborates and solves problem.