“Waiting to talk is vastly different than listening.”
I heard someone say that today and it immediately made me think of the sales process, even more so than interaction such as we have with co-workers or family.
I am THE most guilty person on the planet of committing this sin.
I want to get better at it with my family and friends.
I need to get better at it to be even more successful in my sales career.
I’m better at it today than I was a year or two ago.
The difference is now I’m more detached from the outcome of the sales process. I learned about detachment from these guys. A couple of guys who are some of the best sales trainers on the planet.
I’d like even more help, so I can get better quicker.
If you know of a resource, an article, are willing to write a guest post, whatever you got, leave it in the comments and you’ll have my undying gratitude.
Thanks in advance.
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Allow me to recommend;
http://openlibrary.org/b/OL7926921M
Thanks Elliot.
Can you enlighten us as to why this is what I need ?
The page it’s on doesn’t tell me much.
Thanks again !
Certainly Mike!
Quote “…listening to earn the right is very much an emotional as well as a rational process..”
Quote “…a common mistake … is to listen too passively..”
Quote “… a common temptation, in a client conversation, of jumping too soon to “the answer”…”
The book is about raising your game from the ‘subject matter expert’ (ie transactional) to the valued adviser. (ie the go to guy for strategy)
To move from “OK, we got a product for that problem.” To teasing out an issue that you can assist building a solution to. (and I don’t mean a quick golf game or courtesy seats at the home team game!)
That sounds like a book I’ll be ordering this weekend, Elliot !
I really appreciate the effort you put into my education and we all appreciate the time you took to explain that for us.
Stick around, we need your expertise.
BTW – I just subscribed to your blog’s RSS feed and i recommend everyone else to do the same.
My Thanks! – I have been lurking here for some time.
In fact – relatively soon you will see a reference to this post – since you checked out my blog – aren’t you the least bit curious why a business technology manager is recommending a book about sales?
I know, as do you, Elliot, that we are all in sales every day of our lives
But, with that said, I’d be a fool if I didn’t ask you to tell me why !
The quote I like here best is: “Listen with the intent to understand, not with the intent to argue.” Can’t remember if it’s Covey or Carnegie. (I use it with my 15 year-old a lot:-)
Glenn
That’s a VERY good one, Glenn.
Now, if I could do that to and get that thru to my 24, 23 and 21 year-old’s…