Interactions typically produce the question, are you prepared to listen? The listening piece is about using all of our senses to hear, see, feel, and intuitively contemplate which actions to take next. Sales excellence requires almost a meditative state for analyzing the worst and best actions for moving forward.
Analyzing all communications from multiple angles is essential for business development and successful selling. Those motivated to succeed also willingly accept feedback, particularly the negative commentary. Whether right or wrong, the negativity points to where our focus is to be laser-sharp. Only then can we implement better decisions.
Replace assumptions with questions.
Request a get-to- know-one-another style of conversation before attempting to sell. Otherwise, you might offer a remedy to a problem that someone may not have. Avoid having others think to themselves, ‘why aren’t you prepared to listen?’ Due diligence is more likely to move us forward.
“Questions are the key to improving listening.
A miscommunication with a client is best resolved with an apology. Follow-up with a request to learn where you erred, helps you to regain your standing. The request also demonstrates we are prepared to listen. It is the better way to learn how to move forward.
Your Story: Are You Prepared to Listen?
When you take the time to uncover what you did not initially hear, you may find a golden opportunity. The process is similar to discovering a buried treasure.
In your opinion, what are others not communicating? Once you answer this question, give thought to the following:
Can you build a stronger brand using what is not currently popular
Will you become the go-to person in your field by stepping beyond the usual
Are you willing to take a chance on the recurring thought?
When you hear, ‘If It Were Possible Everyone Would Be Doing It!’ how do you react?
There is faulty thinking in the sentiment above. Not so long ago, people scoffed at the idea of a driverless car. Now the industries of robotics and artificial intelligence are taking hold.
It’s best to change the thinking to, ‘If you want it badly enough, you will make it happen.’
Take calculated risk for moving forward and be brave enough to step ahead of the crowd. Doing so is how you develop a noteworthy personal brand.
For example, when it comes to losing out on a job candidacy or a sale, recognize what you aren’t hearing. Next, ask the one appropriate question. You will never hear the answer unless you ask, ‘Why?’
Why was I not selected for the job?
Why did you decide to go with another vendor?
How may I improve for the next time?
The last thing you want to be asked of you is, ‘why aren’t you prepared to listen?’ When you are fearless and willing to learn from every error, your next effort will see improvement. As you stop to recognize what you aren’t hearing and learn from each experience, you will pave the way to your future success.
Sales Tips: Are You Prepared to Listen?
Use the traditional questions of who, what, when, where and why
Observe the actions of others to see if they match their words
Pay attention to recurring thought and take action if it excites you
Use quiet time to meditate on where you are today and the path you want to take
Examine all activity to find what is falling short and what is working best
Eliminate venues that aren’t producing well and substitute with new ideas
Inquire about the experience of others; what they don’t like and what they prefer
Leverage the best of what is already in place for quicker progress
Routinely stop to examine everything you hear, what is working well, and how you may improve
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