Of all areas in selling, that is one area that is the hardest to master. Although the almighty God has given us two ears and one mouth, we are still not utilizing it to the fullest. The ones who do listen a lot make the most money and accomplish great things in every aspect of their lives.
Imagine going to your Doctor's office with a serious cough and before you have the time to give him the full details of what you are experiencing and the probable reason for the cough he prescribes Augmentin(Amoxillin with Clavulanic acid) in his mind thinking that you probably have an infection of Klebsiella or Haemophillus. That was exactly what happened to an aquaintance who was given Augmentin to find out later he had been infected with the tubercolosis bacterium. That was devastating because he died later on. He had contracted the infection while in Haiti and was trying to tell the Doctor but because of his busy schedule did an incorrect diagnosis. If the problem was diagnosed properly then this person could have gotten treatment of those fine drugs like Rifampin, INH, Pyrazinamine, Ethambutol and streptomycin.
As a sales manager for a timeshare resort I could detail so many instances in which listening can help to get more sales, but since it is my first blog I will leave it for another time.
Importance of listening
Listening is an important skill and below is a list of the several reasons you should improve on that skill.
a) It saves you time
b)Reduces tension in your prospects
c)Builds trust.
d)The Speaker gets to like you more.
e) Acquire correct information to help you to better prescribe a solution
f) It's fun to do.
g)Saves you from devastating consequences
I remember as a high school student when I didn't listen to the history teacher I would have to go back and write my essay over again with the correct instructions. That was a situation in which I could have saved time if I had listened.
Also I know of many journalists who would get in trouble because they did not listen and thus all kinds of incorrect information were printed about others. Lawsuits eventually resulted.
The quote from Stephen Covey: "Seek first to understand before being understood"
Now since this is my first blog I will end it now until monday."
