Do Twice as Much Listening Than Talking
But as much as this issue holds true for others, we need to be aware of the I, yi, yi in ourselves, as well. Are we commanding the conversation? Are we countering a client’s statement with one that (over) shares our opinion or thoughts in the matter? Are we anxiously awaiting the other person to stop talking so that we can spill the contents of our head?
My dad had great advice for me as a talkative teenager: You learn nothing with your mouth open. Dad was full of fortune cookie advice like that. Years later I’d tell him I was going to become a Consultant and he replied, “A Consultant is a man who knows 49 ways to make love but doesn’t know any women.”
God gave us two ears and one mouth for a reason. As the saying goes, do twice as much listening than talking.
You are a fascinating person, one who tells amazingly interesting stories. The world is anxious to hear your thoughts and opinions.
But not today.
The only way you will sell a solution is if you understand the problem. The only way to understand the problem is to listen for clues after asking qualifying questions.
Today it is all about the customer. Today we want to know what they are all about. We are interested in their thoughts and concerns and challenges. Your turn will come. Tomorrow.
Bill Farquharson is a Vice President at NAPL. His training programs can drive the sales of print reps and selling owners. Check out his Sales Resources page and contact him at (781) 934-7036 or firstname.lastname@example.org.
For further information, please visit BillFarquharson.com