Sales and Leadership What They Can Teach Each Other
You need to hear this!
Recently I was in a store, an electronic store wandering around and a sales person came up to me and asked, “Can I help you?” I wasn’t really needing help at the point so I said, “No thank you, I’m just sort of browsing around.” The person sort of let me alone for about fifteen seconds and then obviously couldn’t bare the silence, and started to tell me about this latest tv set that they had on sale, and why it was great, and why it was wonderful, how it did this. And how it did that and all of these amazing features of a tv set, that I never asked about; that I was actually not even slightly interested in. I already have a tv set, I don’t need another one.
What was the problem?
The problem was the problem we have in leadership, in relationships and in sales. We focus on what we want to get, the sale in this case, rather than what we want to give. And the only way to find out what you want to give is to actually find out what the other person needs. So often as a leader we want to coach people on what what we think they need, rather than asking them what it is they actually need. In our relationships we look at our partner and we see that they are troubled by something and we try to give them our advice and we try to give direction. But we don’t really ask what is it that they need. Because so often what a person needs is to be heard. So as you endeavour to be a better leader, a better sales person, a better in relationship, get really good at following the old adage: you have two ears and one mouth, so make sure you are listening twice as much as you are talking.
Until next time!
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Dov Baron is first and foremost “The Dragonist”. As The Dragonist, he teaches us how to recognize, find, retain and nurture dragons (top talent) hidden within our organizations.
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Copyright: Dov Baron International 2020