Hello…did you hear what I just said?
You may never hear these words from your sales people but I wonder how many of them have thought it.
How often have you been so deep in your own thoughts, what you need to get through today, what you’re waiting to say once they’ve stopped talking…that what comes out of your mouth is so far away from the narrative they just shared with you that they know you are absolutely not listening!
How would you feel if they did that to you?
Not very good.
Human beings want to be heard
Your sales people need to know that when they are ready to share, that you will listen to them.
They need to know that they can trust you to be a safe container, allowing them to share what’s happening on the inside that’s impacting their job, their life, their sales.
Without judgement. Without trying to fix anything.
Listening is a very tender and intimate activity and if you’re uncomfortable with that you’re going to be a very poor listener.
If you’re a poor listener, you are not a leader. Sorry if that offends…it’s the truth. Leadership isn’t about telling…those days are gone though not all sales leaders realise it yet ☹
Want to be a better listener?
If you know you are not a good listener and you want to be better, there is a very simple thing you can do. DECIDE TO LISTEN.
I said simple though not easy.
You need to let go of your established habits and instal new ones with the intention to be totally present with each person…so that you not only hear the words but also feel the energy it is delivered with. There is so much information in that energy. It’s totally obvious when you are present…and invisible when you are not.
Sometimes all a person needs is to speak their truth and they will feel better.
Sometimes they need some coaching to help them find the best path.
Sometimes they will need mentoring or directing to help them navigate what’s going on.
Sometimes you need to ask them what they want you to do.
Unless you truly listen you won’t be able to determine what the best next step is.
Right now…
At this moment in time, sales people need the kind of support that most sales leaders haven’t had the training to provide.
Compassion, understanding, listening, coaching, supporting…and everything else that falls into the mindset arena.
Yes you can do the sales skills and KPI stuff with your eyes closed but the softer skills that help develop hearts and minds is sadly lacking in our industry.
Apologies if you are one of the sales leaders that have seen the light, seen a better way and are on that path already. I salute you and if our paths have crossed I’ve probably shared my admiration for your approach.
If you’re not then your sales team will not be getting what they need to navigate the next few months…especially if they have additional challenges outside of work adding to the pressure.
You are shortchanging them!
How to get started
Once you have decided to be a better listener and are fully committed, here are some pointers that will make it easier.
- When one of your team wants a conversation either stop what you are doing or ask them to give you 5 minutes to get to a convenient point
- Find a quiet place where you won’t be disturbed
- Put your phone on silent and face down so you are not distracted by notifications
- Even better…leave it on your desk…especially if it vibrates
- If you have your phone with you, NEVER EVER check it during the conversation
- Do not look at your watch or any visible clock
- If you like to make notes then bring a pen and paper or notebook…do not make notes on your phone
- Keep eye contact and listen to every single word
- When they stop talking wait 3-5 seconds before speaking…unless they look like they are still thinking and then keep quiet
- Only use open questions that relate to what they have just shared
- No WHY questions
The thought is your head needs to keep you focused on the person sitting in front of you.
My thought is normally…what is the biggest gift I can give this person right now.
That may be to simply listen, to coach, mentor or deliver some tough love…you will never know what the best gift is unless you truly listen.
This activity nourishes you and your team…and the positive impact will astonish you.
Until next time,
Leigh 😊
PS If you need mindset support for you and your team to help navigate the next few weeks and months then please get in touch.
Thanks Kyle Smith for the great pic 😊
