In last week’s post I wrote about 3 ways to change the conversation with a customer. While preparing my arguments, I stumbled onto a video we used a few years ago for a sales training. A funny sketch about a sales rep who doesn’t listen to his client and keeps on pushing the wrong message.
Have a look at it yourself:
Watching the movie reminded me of a quote by the ancient Greek philosopher Epictetus:
“We have two ears and one mouth, so that we can listen twice as much as we speak.”
And that’s what this sales guy forgot to do. To listen to his customer. To listen with his ears, his eyes and his mind wide open. To be receptive to the signals his interlocutor was sending out – the verbal ones, but also the non-verbal ones.
Other articles about this topic that are worth reading:
- Have a conversation with your audience (by Ellen Finkelstein)
- How, and why, to listen to your audience (by Simplicity Marketing)
- Have you mastered the art of listening? (by Margareth Heffernan)
- The executive’s guide to better listening (by Bernard T. Ferrari)
- Better listeners get better speakers (by Kathy Reiffenstein)
- Listening? What Did You Say? (by Peter Beaumont)
- Today I give myself permission to listen (by the curtain raiser)
- Principles of persuasion (by me)