Learning how to sell is largely about listening. A gratifying part of being a better salesman is succeeding in silencing your own voice so you can hear what other people are communicating - what they're really saying.
Here's what I discovered while listening to people talk: we constantly tell everyone who we are. I reckon that within the first twenty sentences, the person you're with will tell you what's on their mind, what they think about that thing, and they will reveal a large measure of who they are.
What I used to do was to prepare my answer or reply way before the other person finished speaking. Before the first few words of each sentence were out of the other person's mouth, I was ready to fire my thoughts back. Conversations like this aren't communication, they're two concurrent monologues.
I remember from a long-ago marketing class that communication has two parts. First is the communication, then there is feedback. Knowing this and holding it in mind changes the dynamics of conversations, especially conversations with a new, possibly datable, person.
That's what I concentrate on now, listening to the woman, and giving great feedback. The unanticipated consequence of this is that very early on, without even thinking about it, I can tell if she's for me or not. It's easier to move on (rather than make a move) if you can see who she really is, rather than who she says she is.
Bottoms Up, Listeners!
Edited for pic, simplicity and clarity.
Pic from here [link]
No comments:
Post a Comment