When meeting with a client, it’s important to show that you are listening.

Michael Garska, president of Novacom International/Success Tool Chest, a leadership program in Edmonton, offers these tips:

> Keep your body relaxed, your arms and legs uncrossed. This shows you are paying attention and you are open to what your client is telling you.

> Sit up straight and maintain eye contact.

> Lean slightly forward when the client is talking.

> Nod when it is appropriate. This shows you are interested in what the client is saying.

> Avoid sharing too many of your own stories and saying, “I know.” A nod is sufficient.

> Don’t evaluate what the client is telling you until you understand exactly what the problem is.

> Make sure you are talking about the same issue and the client understands what you are saying. Paraphrase and repeat if necessary.

> Don’t interrupt while the client is talking. Make sure the client is finished before you start talking.

“Humans are creatures of habit,” Garska says. “It takes years to change those habits, so listening is something we have to practise constantly.”

— MONICA JOSEPH-MCINTYRE