A recent study by Ramsey and Sohi in the Journal of Academy of Marketing Science clearly establishes that a customers perception of how well someone who sells listens, has a positive association with trust. Listening includes such behaviors as giving your full attention to the customer, responding to acknowledge understanding and asking clarifying questions.

People say Im a good listener.

In my corporate training programs for sales people, customer service representatives and organizational managers, I offer a six hearing aid approach to listening:

First, give your full attention to the person you are talking with.

Second, sort through any filters or barriers to your listening fully.

Third, anticipate keywords.

Fourth, ask clarifying questions before you do your talking.

Fifth, listen for feelings first and specifics second.

Sixth, take notes of keywords, important ideas and the whole picture as you listen.

And who holds the advantage to be able to do this best the introvert or the extrovert? Yes; its a rhetorical question.

I cant remember who I am borrowing this exercise from; its a variation from a professional speaker who specializes in listening. Write down the top 5 speakers who you have heard speak. Write down the top 5 listeners who you have met this past week. Which is the harder for you to identify and why do you think this?

Many traits we may have come to think are hindering introverts in being successful are actually the most critically needed skills to bring to bear to success in sales and business!

Patricia Weber

Pat was one of the ground-breaking women in the technical sales of computers. As a successful salesperson and sales manager, she earned numerous awards and recognitions in her company and community. In 1987, in a corporate environment, she was asked to deliver self-leadership training programs to a diverse staff from sales, to administrative, to technicians. The program was so well received that training was soon her primary role as a computer sales manager.

Since 1990, via the self-propelled Professional Strategies, Inc., Pat coaches individuals, facilitates teleclasses and delivers workshops for organizations and associations who want solutions to reduce overwhelm, minimize frustrations and get clarity on a situation. She offers her expertise and experiences in Customer Satisfaction, Sales, Presentations, Improving Employee and Leadership Performance for business, industry and government and Self-Confidence Skills for individuals.

Her information-rich and high-energy coaching repeatedly brings appreciation of thoroughness in preparation and on-target delivery. Clients recognize they get an expert who delivers the right ingredients for high yields on investment of a professional delivery.