Ears is better than mouth
Published on
Skill
Ever notice how much your brain fixates on what you want to say next in your pitch meetings?
Unfortunately, talking, not listening, is embedded in The Seller’s Gene. It’s not your fault…but you need to change it.
Also, think about it logically: pitches and VPs get practiced…listening does not.
Breaking the "what brilliant thing should I say next" habit is easy: focus on asking the right questions in your pitch meetings. The better your questions, the more you’ll focus on listening.
Do
Today, focus on elevating your listening game by crafting pitch-meeting questions.
1. Prepare the right questions for your customer interactions days and hours before your meetings start. Keep editing them up to the start of your interactions. Analyze them like a scientist would to ensure they’re the best questions you can ask that prospect.
2. While in the meeting, focus intently on what the buyer says. Never interrupt. When the buyer opens their mouth, yours clamps shut.
Oomph
In this incredibly helpful clip, Simon Sinek encourages you to practice the art of listening, not the act of listening. HINT: it starts with making the other person feel heard.
The six minutes you give to Simon are worth it to expand your listening powers.