One way to build relationships is to actually talk to people. Don’t get in the habit of using only social media or email to communicate with others. While digital tools are convenient, they shouldn’t be a complete substitute for picking up the phone or meeting in-person.
For many of us, talking can come pretty easy especially when it’s about something we’re interested in. But effective listening? That’s another story.
The next time you’re faced with an awkward silence, avoid the temptation to fill it with rambling. By giving the other person space, you are giving your own words more impact.
“I didn’t hear you.” No, you weren’t listening. “Our people need to listen better.” No, your people need to understand WHY they don’t listen.
According to Tris Brown, who writes for td.org, having a clear plan for dealing with strategic accounts can explain 31% of “the difference between high- and low- performing sales team. [LSA Global research.]” The same holds true for your own management of strategic accounts.
What do your customers think about your company? Your product? Your service? Most companies today are doing everything in their power to collect feedback from their customers. However, all that data is going to waste!
Most salespeople think they they are good listeners–who would want to admit otherwise? Unfortunately, not all are as good as they think.
Do your clients know, understand and use all aspect of your product or service? Are they staying with you or are you experiencing high levels of churn? You may be making some critical mistakes that are demolishing your customer success.
REALITY: You quit paying attention for one reason or another, AND blame it on the person talking to you. Two rudes don’t make a right. How do you listen?
How often do you find your mind wandering when you have a million and a half things to get done? If you are constantly flitting between tasks or finding yourself daydreaming, your productivity is suffering.