The rewards of listening

Eighty percent of our success in learning from other people is based on how well we listen. Other people’s experience can be enormously helpful. With it we can often overcome time restraints and lack of training. But this expertise can only be helpful if used.

Most people, mainly because of pride, cannot make use of other people’s experience. Some can’t accept expertise or help. Most people cannot even listen to other’s advice; or rather they seem to be listening but cannot make use of it. Sometimes they are comfortable doing it their way, even if the results aren’t evident.

To learn to listen to, evaluate, and use the wisdom of others is an invaluable aid to being successful. This takes receptivity and is born of humility and self-confidence. Oddly we do it in many other areas. Whether it’s in sports or hobbies, we listen intently so we can learn. So why not in sales?

Many of us resist using other people’s experience because we are afraid of our own potential dependence and compliance. We would rather not commit for fear of accountability to others or ourselves. To the extent that we assert ourselves, we can overcome this fear and use other people’s expertise as we do with doctors and lawyers.

People who have strong ideas of their own are less reluctant to make use of expert consultation. Someone else may have paid a price you need not have to pay. Look to your associates for lessons already learned. Seek out mentors, no matter how experienced you may be. After all, each unsuccessful sales call has a cost. It comes in the form of missed commissions, wasted time, and negative self-talk.

Pick any profession, they do what very few sales people do, they train continuously. There is a cost associated with training, however the cost is small compared to the rewards of superior performance.


Copyright 2014 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047 or visit his website at www.glennon.sandler.com

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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.


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The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

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