My daughter recently gave me a book entitled, Everyone Communicates Few Connect by John C Maxwell, world famous author and expert on leadership.
As I reflected on his simple message: when you actually connect with others, you position yourself to make the most of your skills and talents.
What a message for all of us in sales to consider. It certainly might compel us to re-evaluate if we’re just talking and making noise or really understand and connecting with our customers.
Mr. Maxwell sites so often we are focused on ourselves. Consider the typical I, me, mine, perspective versus the ability to truly empathize and place ourselves in the customer’s shoes.
In almost every sales training class you attend or sales book you read, the topic of bringing value to your customers is discussed. Time is spent reviewing the product, ROI, service, quality etc., adnauseam!
Yet the key is to actually bring value to others you must first value them. Making a concerted effort to listen and understand their perspective takes patience and practice.
The best sales professionals develop and refine this skill and make it a center piece of their approach to customers. The have learned how to listen, understand and act to help others the result is sales follow exponentially.
Copyright © 2014 Dave Neal
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