Talking versus Listening

Have you ever thought about whether you are a good listener?  Since strong working relationships are based on an exchange of information, listening skills are as vital as your ability to sell (“tell”) your solution or product.  There have been plenty of advice articles written about talking versus listening and they make some excellent points but are you doing a good job becoming a better listener? The fact that you have two ears and only one mouth should offer guidance towards the appropriate balance of talking and listening.    

I want you to try something for a couple of weeks.  Next time you meet with someone that is new, whether its work or social related, do a post evaluation about your listening skills.  Ask yourself how much you learned about the other person versus how much they learned about you.  It will make you think about how your conversation went and will help guide you toward the best balance.  

For example, when I have done my own internal evaluation, I realized I have learned so much about them as where they grew up, went to school, activities they like, if they have children, what do they like to do with their free time, etc.  Obviously, a conversation at a party is different than at a sales appointment but it gives you an idea as to what I am talking about.  

All of us want to work and socialize with people who make us feel good and important.   When you focus on your client, you may find you have gained more than a sale.  

Have You Learned This Before

How does that saying go?  “Everything old is new again.”  I have attended many courses over the years and have read many outstanding books by sales professionals who are incredibly successful.  They all have a lot in common and are really good at repackaging many tried and true solutions into their own trademarked system for selling.  What do they have in common besides being time consuming and sometimes expensive?  Do they allow sales people to become more successful?   Why do most sales people rapidly fall back into old habits?   

Information overload is a reality.  Between your CRM tool, sales reports, forecasting for the next month and quarter, expense reports, and travel requests plus other ad hoc requests, we spend a lot of time documenting everything. 

At the same time, many sales people who have been doing it a long time have four common thoughts about their jobs and roles:  1) the whirlwind of day to day activity is eating me up and I have no time to change, 2) I am selling the most commoditized product in the world, 3) there are no promotional opportunities for field based employees without relocating and that is risky in this economy, and 4) this industry is on a downward trend and the future is not bright. 

In turn, management decides that their sales force is not nearly as focused as they need to be so let’s have them do a better job of documenting what they are doing and how they are doing or not doing it.  They will introduce some new tools for the field ranging from simple call reports all the way up to the most sophisticated Customer Relationship Management tools that are customized for their own company and industry.  

These changes add to the whirlwind.  Have we over-complicated it?  Psychologists have been able to show that our environment is so complex, fast paced, and information laden, that we use shortcuts in response.  Your objective should be to develop a culture that simplifies the process and drives successful, repeatable results.  

What these programs have in common is a goal to help further develop skills in Prospecting, Qualifying, Discovery, Solution, Closing, Implementation and Re-evaluation. But do they keep simplification in mind?  Simplification, along with answers to some of the unspoken questions the sales team might have, can unleash a potential that you may not be experiencing today.  

At Armor Assets, we have combined real world experience, bits and pieces of some of the best training that is conducted, and knowledge gleaned from others, and developed rapid two-hour in person modules that can be presented to individuals or groups.  Rather then spend days or weeks on a new system, simplify the process and re-invigorate your team.   We can help you do that. 

Please visit our website at www.armorassets.com for additional information.