Increase Your Sales by Listening with Your Strengths
Imagine this: You’re sitting across from a potential client, eager to connect and close the deal. You’ve prepared your pitch, polished your presentation, and you’re ready to impress. But then, something happens—you sense that you’re not quite clicking. The conversation feels off. You’re not sure if they’re hearing you or if you’re truly hearing them. Sound familiar?
We’ve all been there. The truth is, selling isn’t just about talking, pitching, or persuading. It’s about listening. Really listening. And not just with your ears, but by tuning into your strengths. When you show up with your natural talents, you’re able to hear beyond the words, picking up on cues that others might miss. And that’s where the magic happens.
The Power of Listening: Beyond Words
Mike Esterday and Derek Roberts’ "Listen to Sell" taught me that listening in sales isn’t just a skill—it’s a mindset. It’s about being fully present, genuinely curious, and letting the conversation guide you. But listening goes deeper when you understand your strengths. When you know yourself, you get why others think and act the way they do. You start seeing different strengths in the people around you, and that changes everything.
Think about your top strengths. Are you a Learner, constantly absorbing new information? Are you a Relator, skilled at building deep connections? Or maybe you’re Analytical, always asking questions to get to the heart of the matter. Whatever your strengths, they shape how you listen, interpret, and engage. And when you appreciate your own approach, you start to recognize and respect the different ways others show up too.
Strengths in Action: Listening Like a Pro
Let’s break it down. Picture yourself in a meeting with a client. You’re a Strategic thinker—always spotting patterns and pathways. When they share their needs, your mind races with possibilities. But instead of rushing in with a solution, you pause and ask a clarifying question. You’re letting your strength lead you into a deeper understanding of what they truly want. Now, you’re not just a salesperson—you’re a guide.
Or maybe Empathy is your thing. You sense the emotions behind the words, picking up on hesitations, excitement, and concerns. When you lean into that, you connect on a level that feels genuine. Your clients feel understood, and that’s often what turns a “maybe” into a “yes.”
Then there’s the Activator. You’re quick to get things moving, driven by action. But sometimes, that enthusiasm can feel a bit rushed. Recognizing this allows you to adjust, using your natural energy to ask thoughtful questions without steamrolling the conversation. This way, your strength works for you, not against you.
Immediate Benefits: Connecting in Real Time
When you listen with your strengths, it’s more than a tactic—it’s a connection. Your clients notice when you tune into their needs with authenticity and insight. It’s the difference between a generic pitch and a personal conversation. It’s about knowing how you’d appreciate someone adjusting their approach for you, so you do the same for them. You listen differently because you get it.
Imagine closing a meeting and hearing your client say, “I feel like you really understand what I’m looking for.” That’s not luck. That’s you, showing up with your strengths. You’re not just selling a product or service—you’re building a relationship based on trust.
Key Takeaways: Listen with Intention, Act with Strength
Know Your Strengths: To listen effectively, start by understanding your own natural talents. Reflect on how they influence your style and be intentional in how you use them.
Ask More, Tell Less: Use your strengths to ask the questions that matter. Let your curiosity and strategic thinking guide the conversation instead of jumping in with answers.
Read Between the Lines: Clients don’t always say everything outright. Lean into your strengths to catch the emotions, hesitations, and needs that aren’t spoken.
Adjust Your Approach: Recognize how your strengths show up in conversations. Sometimes a small tweak in how you listen can make all the difference.
Make it Personal: Listening isn’t one-size-fits-all. Let your strengths create a unique, impactful interaction for each client.
Your Next Step: Listen, Learn, and Lead
If you want to elevate your sales game, start by listening with your strengths. Notice not just what clients are saying but how you’re engaging. Are you using your natural talents to connect, build trust, and truly understand? Take a moment to think about your strengths and make one small adjustment today.
Want to Dive Deeper?
If you’re eager to explore these concepts further, I highly recommend Listen to Sell by Mike Esterday and Derek Roberts. This book has been a game-changer for understanding the power of listening in sales, and it pairs perfectly with the strengths-based approach we’ve discussed. Grab your copy on Amazon here.
Disclosure: As an Amazon Associate, I earn from qualifying purchases. There’s no extra cost to you, but it helps support my work and allows me to continue sharing valuable insights with you.