4 Ways Active Communication Can Lead to More Deals

    

Many humans have a hard time communicating clearly with other people. More often than not, we beat around the bush and talk in roundabout ways instead of being upfront, open, and honest. In many cases, understanding what someone is saying can feel like pulling teeth.

The good news is that by making it a habit to use active communication, you can increase the likelihood you are easily understood, leading to more deals. Here’s how to do that: 

4 Ways Active Communication Can Lead to More Deals

1. You Have Meaningful Conversations

The best negotiators stay in the moment. They don’t listen to hear the words being said. Instead, they listen to find the meaning behind those words, enabling them to become more empathetic to the concerns guiding their counterpart’s thoughts.

Most people listen until they hear something they can use in their rebuttal. When you take that approach, you’re not actively engaging with the other side. It’s hard to have a meaningful conversation when you’re rebutting each other back and forth.

When you embrace active communication, you show up to the table ready to have a conversation, listen to what your counterpart is saying, and discover what’s influencing their decisions. 

Remember, it doesn’t cost you anything to be a better listener. By using Labels™, Mirrors™, and Dynamic Silence™, you can get your counterpart to convey what’s on their mind. And once that happens, you can use Tactical Empathy™ to ensure they know you understand them—which is crucial to making deals.    

2. You Develop Rapport

When it comes down to it, people like doing business with people they like. When you practice active communication, use the Black Swan Method™, and employ Tactical Empathy, it becomes easier to develop rapport with your counterpart. When that happens, the other side looks forward to talking to you because they know every conversation will be productive. 

As you establish rapport and build on top of it, you ultimately develop trust-based influence. Once that happens, you’ll be able to get more deals—and better deals at that—while developing stronger relationships.

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3. You Encourage Reciprocity from Your Counterpart

When you lead with active communication, your counterpart will take note. Right away, you will be seen as someone who’s mindful of people’s emotions and listens to others when they talk. You won’t seem pushy—quite the contrary. You will come across as the exact kind of person your counterpart wants to do business with.

With the right approach, you should be able to unleash strong reciprocity dynamics. Because your counterpart will enjoy talking to you and feel understood, they will be more obliged to listen to what you have to say and help you however they can. 

All of a sudden, you’re no longer an adversary. Instead, you’re a collaborator who works with your counterpart to arrive at a solution that benefits both parties.

4. Your Body Language Is Approachable

Although active communication involves ensuring the words that come out of your mouth are clear and precise, it also requires you to pay attention to your nonverbal cues.

When you sit down at the table, you need to make sure your mind is clear. If you have other things going on, your body language will show it, and your counterpart will know that your head is not in the game.

Whenever someone says something or does something you don’t like, you need to stay curious. When you’re constantly on the lookout for the why behind their behaviors, any anger or tension you feel will subside, and your body language will remain approachable—translating into better deals.

Are you a real estate agent who’s looking to close more deals? Check out our free guide, Real Estate Negotiation Skills: 3 Essential Tips for Closing More Deals.

Real Estate Negotiation Skills Ebook

Milton “Troy” Smith

About The Author

Milton “Troy” Smith is a Negotiation Instructor and Coach at The Black Swan Group who joined the team in July 2020. Troy is a retired San Antonio Police Department officer who spent 23 years with the department, including 22 years in specialized units—such as the SWAT/Crisis Negotiators team and the U.S. Marshals’ Fugitive Task Force. During his career, Troy was involved in more than 300 hostage negotiations, including 270 as a lead negotiator, and never lost one of them.