Welcome to the Listening 3-Minute (or less) Skill Snap series. In these videos I’ll be giving you a truly actionable idea in a BURSTfocus® format.
The key is to use what you hear ALL DAY. That BURSTfocus of effort will begin to solidify the new skill into a good sales habit.
Snap into listening by actually focusing ONLY on the person you are speaking with. Anything and everything you do during your conversation has to be focused on them!
The UpYourTeleSales definition of a conversation is an exchange of ideas between people – that means everything YOU share has to be based on what you HEAR.
When you’re having a sales conversation:
- You can have their LinkedIn profile open so you see their picture and everything about them.
- If you’re going to look something up in your system based on the conversation – TELL THEM that is what you’re doing so they know it’s about them.
- Close out unnecessary programs/apps when you’re making outbound sales contact to make yourself less distractible.
NOTE: you can not read email, IM, or texts and be listening!!!
If you’re a sales leader, when in meetings – it doesn’t matter if it’s with one person, or many:
- Turn your ringer off & put your cell phone AWAY… even better don’t have it with you, put it in a drawer if you’re in your office (see NOTE above)
- Have an agenda to keep yourself and the conversation focused on the topic at hand.
- If you have trouble staying focused… make your meetings shorter in duration.
Once you feel comfortable and confident that you’ve begun to create your listening focus habit – check out the next 3-minute Skill Snap in the Listening Series.
Hear you later,
Lynn
ps: if you want more, check out the Listen Skill Snap Series playlist on the UpyourTeleSales YouTube channel
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