'Stop listening to reply - listen to understand’
It's easy for accountants to fall into an advisory rut, cutting to the chase, always giving the answer - delivering advice based on experience and knowledge. While this will always be a necessary part of our role, if we don't vary our approach we can miss vital opportunities to help and add further value. After all, clients are individuals with unique situations and needs.
1. Listen more than you talk.
2. Limit interjections based on your experiences.
3. Admit what you don't know.
4. Be well read.
5. Look for cues.
6. Let go of the details.
There are numerous studies linking empathy with effective leadership. Harvard Business Review explains that 'empathic listening builds trust and respect… [and] creates an environment that encourages collaborative problem-solving.'
'Ask, don't tell' is the driving force behind our Complimentary Client Review bridge. This content module includes everything you need (including all of the adept questions!) to deliver an effective situational review.