Importance of Active Listening in Consulting

You don’t need a script to grow your business. You need actual conversations. The kind that feel real, not rehearsed. The kind that build trust, not pressure. Because people don’t buy when they feel sold to. They buy when they feel understood. That’s where active listening comes in. Here are 10 active listening techniques that build trust (and close deals): 1. Start with a question  ↳ Not a checklist question. A human one.  ↳ Ask “What would a win look like for you?” 2. Paraphrase what you hear  ↳ “So what I’m hearing is…”  ↳ This simple line proves you’re paying attention. 3. Be fully present  ↳ No distractions. No multitasking.  ↳ Your focus is your credibility. 4. Let silence work for you  ↳ Don’t rush to fill every gap.  ↳ A short pause gives people space to open up. 5. Ask a follow-up  ↳ "Tell me more about that." ↳ Curiosity is a superpower. 6. Acknowledge emotion  ↳ “That sounds frustrating” or “That’s exciting.” ↳ It makes people feel seen, and safe. 7. Connect the dots out loud  ↳ “Sounds like this ties back to what you said…”  ↳ People feel known, not just noted. 8. Use notes wisely  ↳ Jot keywords, but keep your eyes up.  ↳ Trust is built in real time. 9. Summarize clearly  ↳ “Here’s what I heard, did I get that right?”  ↳ It shows respect and helps prevent missteps. 10. Close with next steps  ↳ Offer something tailored: an intro, an idea. ↳ No pitch. Just progress. You don’t need to push.  You just need to tune in. When people feel understood, they open up. And that’s when real business begins. It all starts with how you listen. 📌Follow Mo Bunnell for client-growth strategies  that don’t feel like selling.

A common misconception about active listening: Just repeat back what someone says. Them: “I want to get in shape.” You: “You want to get in shape.” That’s not listening. That’s parroting. Real listening isn’t nodding along. It’s making a guess. Them: “I want to get in shape.” You: “You want to feel good when I look in the mirror.” If you’re wrong, they correct you: “No, it’s about keeping up with my kids.” If you’re right, they confirm: “Exactly. I hate the way I look in photos.” Right or wrong, either way, you get closer to the truth. Them: “All I want to do when I come home from work is drink a bottle of wine and smoke cigarettes.” You: “You’ve got nothing left in the tank.” Why does this matters in sales? If prospect don’t feel understood they won’t trust you. “I want to save money.” “I want better reporting.” “I want to get in shape.” Those are headlines. When you guess, they’ll clarify or confirm. Because humans cannot resist setting the record straight. Being misunderstood feels wrong. Being understood feels right. Example: Prospect: “I’m looking at commission software.” You: “Excel is stealing your weekends.” Them: ❌ Wrong → “It’s not time, it’s audit risk.” ✅ Right → “Yes, I waste Sundays reconciling payouts.” It’s not parroting. It’s taking a swing. Wrong or right, you move past the surface. That’s when truth shows up. And without truth, there’s no trust. Without trust, there’s no transaction. Knowing how to make people feel understood is a superpower for forging strong connections in your personal or business life.

"Active listening isn’t hearing. It’s leading." I learned that the hard way. Early in my career, I had poor listening skills. I’d nod along, pretend to understand… Then answer questions I hadn’t even heard properly. Not because I was careless But because I was only listening to reply, not to understand. Fast forward to today, listening is my superpower. It’s helped me build trust, sell more, lead better, collaborate with my team, maintain relationships with customers, solve deeper problems, and connect with people in ways I never imagined. Here’s how I turned things around: 5 skills that made me a better leader, partner, and friend. 🧠 1️⃣ Give Full Attention 🔴 “I’m listening…” (while checking your phone) 🟢 “You have my full focus.” Active listening starts with presence. Eye contact. No distractions. All ears. 🔁 2️⃣ Reflect and Rephrase 🔴 “Okay, got it.” 🟢 “So what I’m hearing is…” This confirms what was said—and makes the other person feel heard. ❓ 3️⃣ Ask Open-Ended Questions 🔴 “Is this what you meant?” (Yes/No) 🟢 “Can you help me understand this better?” Opens the door to clarity, context, and connection. 🤐 4️⃣ Hold Space Without Interrupting 🔴 “Let me stop you right there…” 🟢 Silent nod, patient presence Sometimes, people just need to feel safe to finish their thought. Give them that gift. 💬 5️⃣ Respond Thoughtfully, Not Instantly 🔴 “Here’s what I think…” (rushed) 🟢 “Give me a second to reflect on that.” Powerful responses require pause. Don’t rush wisdom. Key Insight: People don’t remember what you said. They remember how heard you made them feel. Want to lead better? Sell better? Love better? Start by listening better. 👇 Which of these listening skills are you working on right now? Let me know, I want to learn from you. Drop your views in the comments! ♻️ Repost to remind all about the value of active listening. ➕ Samson Akinola for more insights on leadership, customer service, and problem-solving.

➡ Listening is an underrated superpower in business. It's not just about catching the words your client says, but about decoding the unspoken needs and emotions behind them. Here's how mastering the art of listening can elevate your client relationships: 1️⃣ Listen Beyond Words: Pay attention to tone, pace, and pauses. These can reveal what's truly important to your client, beyond what they explicitly say. 2️⃣ Create a Safe Space: When clients feel safe to express themselves without judgment, they share more openly, giving you deeper insights to work with. 3️⃣ Anticipate Needs: Great listeners can read between the lines and anticipate client needs before they're even voiced. This proactive approach sets you apart. 4️⃣ Follow Up with Impact: Reflect back on what was said and act on it. This not only shows you were listening but also that you value their input. In a world full of noise, being the person who truly listens can be your biggest competitive advantage. It's not just about closing a deal; it's about building relationships that last. 🎯🗝 #ActiveListening #ClientRelationships #BusinessSuccess #EmpathyInBusiness #MillieVarela

One lesson from my first job at IBM has shaped how I operate every day: 𝐬𝐡𝐮𝐭 𝐮𝐩 𝐚𝐧𝐝 𝐥𝐢𝐬𝐭𝐞𝐧. At IBM, I went through one of the most intense sales trainings you could imagine. Every day, we were put into scenarios selling Mainframes—assigned roles as story-setter, tech explainer, or closer. I always chose closer. Why? Because the closer listens. And listening taught me more than any script or presentation ever could. Buyers will tell you exactly what they need if you let them. They reveal the problem, the timeline, the stakeholders, and the impact they’re aiming for. Your job is to absorb it, synthesize it, and propose a solution that truly meets their needs. The key takeaway here is this: we have two ears, one mouth, and two eyes. Use them in that ratio. Curiosity over talking. Observing over presenting. The more you listen, the better you understand, and the more impact you create. The best solutions—and the best relationships—start with listening. #Leadership #Strategy #Growth