I remember being back in elementary school (first grade to be exact) and having listening tests. These were actual tests given by the teacher who would give verbal instructions telling the students to do something as simple as circle the blue crayon in the picture or write your name in the bottom left of the page. Believe it or not, some of my classmates would have a rough time with these “simple” tests. Through these tests, I learned to focus on not just hearing something, but actually listening.
The business of sales has evolved. Salesmen have come a long way. What used to be the typical sales pitch is no longer the case. Years ago, salesmen believed that as long as you talked as fast as you can and spit out as many facts as you can a sale would come from it. That is not the case anymore. Today, it is important for salesmen to apply their listening skills. It is crucial for a modern salesman to be able to just sit back and listen to their client and wait until you are able to identify a clear need you can help with. Ultimately, that is the job of a salesman; helping you identify a need and doing what they can to solve the problem. Personally, I see a salesman as a type of doctor. Think about it, when you go to the doctor you tell them everything that is going on and what the problem is. While you talk, the doctor sits there an listens closely to everything you say. When you are done, they offer what help they can and offer some sort of remedy to your need. Isn’t that what a modern salesman does?
To wrap up, a huge portion of a salesmans job is to simply listen. Let your client tell you their needs and help them solve their problems. The time of shooting out as many facts to a potential client is a thing of the past.
BoweryJE22
Good post! Comparing a salesman to a doctor is a great analogy. I like the way you looked at it from that perspective. Also, very impressive you remembered stuff from first grade.
Interesting thought. So often individuals are all about the hearing and not the listening. Good communication is key in almost every apsect of life, and active listening is 90% of the job.
Even though the thoughtful, listening approach that doctors now take is a relatively new phenomenon, I think it is a practice that the business industry would do well to integrate into their routines as well. The stereotype of the busy executive who has no time for anyone simply won’t cut it anymore. To run an effective business or to close a successful sale, one must listen first and speak second.