My job is selling technology. Actually I'm more of a translator. I sell technology to other businesses and that's where things get weird. There is a bewildering array of tech out there and unfortunately many companies think technology sells itself and the value that the technology delivers should be obvious. Wrong. That's where I come in. I said I was a translator. My job is to translate techno babble into value that customers understand. This blog share my adventures with high tech sales. Selling high tech is fun so come join me on my sales journey!

Thursday, 11 July 2013

Everyone's talking but no-one's listening

In today's world, we are all being encouraged to share our thoughts and opinions. Facebook this. Twitter that. In fact I'm doing this right now - I'm sharing my thoughts and observations on a blog.

It does seem that everyone's talking but no-one's listening.  Attention is scarce.  Un-divided attention is a rarity.  We are all eager to give our opinions but we are unwilling to spare the time to give the gift of attention to other people.  Giving your attention to some-one else is actually a very scarce resource.

So is the blog just yet another article that voices an opinion and changes nothing?  I hope not.  I genuinely believe that listening to what other people say makes a difference.  In sales it can really make a difference. It can be your differentiator. Since so few people are prepared to spare the time to listen, you say seem unique. People crave acceptance and listening elevates the speaker and shows acceptance.

Genuinely listen. I don't mean using the time when they are speaking to plan what you are going to say next. I mean really listen to what they are saying and taking it in. 

I would love you all to spend just 3 minutes a day genuinely listening to a loved one as a result of reading this post.  Listening in sales is just good  practice - it shouldn't be done with an ulterior motive anyone than you should give your 3 year old child your attention because you have an ulterior motive. 

We seem to have lost the ability to respect other people by listening. Let's make a change and promise to listen intently to each other for at least 3 minutes per day - after-all  it's probably 2 minutes 50 seconds more than you listen per day!

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