Yesterday I was having a conversation with a potential landscaper/gardener. Obviously he was eager to impress me with his experience, skills, and pricing. He was a very pleasant man, appearing quite capable, with one annoying habit. . .
. . . He kept interrupting or talking over me. I’ve seen this happen with professional interviewers. Oprah is notorious for cutting off or talking over people.
I was wanting to tell him what I needed and what my expectations were for the project.
Though, over all, he was a very professional person, he clearly missed the value of listening. I told him everything he needed to know to close the deal.
I was telling him about what I needed, what were my expectations, what I didn’t want, and even the criteria of my decision.
Yet he was selling me what he thought I wanted.
So today if you’re wanting to make a sale, close the deal, negotiate a contract, or rally the team, take time to learn by listening.
One additional ace – be sure to reflect back what you hear to make sure you’re on target.