Listen Up

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“The most successful people I’ve known are the ones who do more listening than talking.” – Bernard Baruch

Welcome to The Vibe!

Each week we discuss one idea that will help you live a better life.

This week’s topic is the power of LISTENING and how listening is the fastest way to connect and INFLUENCE another person.

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Let’s do this…

The Vibe: Listen Up

We all lead something.

Some of us coach our kid’s sports teams.

Others run companies that hundreds of people rely on for their livelihood.

While some are the CEOs of their families.

No matter the situation, LEADERS need the ability to connect and gain INFLUENCE to be effective.

No influence, no nothing.

What’s the fastest way to influence another person?

By LISTENING to them.

Learning to Listen

A few years after I graduated college with an accounting  degree, I realized something.

I was possibly the worst accountant in the state of Pennsylvania (but that has never been verified).

That career path was just not for me.

After deveopling some SELF-AWARENESS and building up COURAGE, I changed careers.

I jumped into SALES.

Overnight I went from struggling accountant to clueless salesperson.

My livelihood now depended on my ability to sell.

Just one problem…

I had never sold anything to anyone ever.

Things were really looking up.

So I decided to read every book and article on SALES I could find.

I attended every sales training course that came through Philly with the urgency of someone who’s career was suddenly in the balance.

Because it was.

What did I learn?

To be great at SALES you need to posses a SUPERPOWER.

That superpower is LISTENING.

Sales, like LEADERSHIP, is an art.

Rock star SALES PEOPLE, like great LEADERS, all have different styles.

But they have ONE THING in common.

They are awesome listeners.

They have the ability to CONNECT with people by asking meaningful questions, then thoughtfully listen to what that person says.

Asking questions and listening shows you care.

Listening forms a bond between you and the other person.

You get bonus points for not interrupting someone speaking, even when you know what they are saying is off base.

Listening is hard work.

It takes PATIENCE and POISE.

But guess what?

It’s worth it.

And LISTENING works.

Listening may be the most powerful way to connect with another human being.

George Raveling wrote, “What people need most is not a brilliant mind that speaks but a special heart that listens.” 

There is no better time to build your INFLUENCE.  

Someone out there needs you to LISTEN.  

And they want you to LEAD.  

#ListenUp

Until next week,

Joe Ciccarone

SalesVibe.net

 

 

 

 

 

 

The Secret Ingredient

“You never really understand a person until you consider things from their point of view – until you climb into their skin and walk around in it.” – Harper Lee, To Kill a Mockingbird

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My grand mom was a KILLER cook.

Her chicken cutlets were incredible.

The cutlets were so good, they caused arguments before Sunday dinners.

A constant stream of cousins would walk by and grab the cutlets as they came off the frying pan.

Everyone would downplay how many they swiped.

There would be none left to put on the table.

This cutlet heist played out over decades.

The early bird gets the cutlet…

One day I asked my my grand mom to teach me how to make them.

My version was average at best.

The cutlets all made it to the table.

Something was missing.

Years later I learned I forgot her “secret ingredient” that tied everything together.

The art of COOKING & SALES share the same principles.

Leaving out 1 ingredient can separate AVERAGE from REMARKABLE.

In SALES, that secret ingredient is EMPATHY.

Empathy is defined as the ability to step into someone else’s shoes & experience emotions from their perspective.

In his new book, Sales EQ, Jeb Blount writes, “Empathy is the most important of all the Sales Emotional Intelligence traits.”

The BIGGEST communication problem in SALES is we tend to listen to reply, not understand.

This habit can crush opportunities and destroy relationships.

Your EMPATHY must precede your advice.

If your customer doesn’t feel you UNDERSTAND them, you have zero chance of INFLUENCING them.

People like to think they’re special.  This mindset carries over to their perceived problems.

It doesn’t matter how simple the customer’s problem is to fix.

It doesn’t matter how amazing your solution is.

Your solutions (and sales) will go unheard if your customers don’t feel you understand them.

3 Ways To Bring More Empathy to Your Sales Game:

Never Interrupt or Correct

  • Give your customer your full attention.
  • Listen.  Then listen some more.
  • Let them say everything they need to say.

ReState Their Position Back to Them

  • After they finish speaking, say, “If I hear you correctly, you feel that…”
  • Then list each of their points back to them 1 by 1.
  • This will make your customer feel heard.
  • This will make them receptive to what you have to say.

Show How Your Can Help

  • Only after you do the above, offer your ideas.
  • Be Concise.
  • Be Relevant.

Empathy is a key ingredient for success in SALES and LIFE.

Empathy will increase your influence.

Empathy will help you close the sales that feed your family.

Will that food make it to the table?

Depends who’s cooking…

#LeadWithEmpathy

-Joe Ciccarone

http://www.SalesVibe.net