Huh? What?

Guest post by: Don Zihlman
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I Don’t Care About You - By Don Zihlman

I just got off the phone with a friend and our conversation got around to the topic of what skill many salespeople lack. For that matter many non-salespeople lack this skill as well. I'm talking about the simple ability to listen. My friend related a story from several years ago. He had recently bought a small business and had met with two business advisors from a local university. There was specific information he was seeking (he wanted to get the inside perspective on a particular industry from the advisors). Right away it became evident that the advisors didn't really listen to his questions. They immediately launched into a spiel about developing a business plan and how to go about applying for a small business loan. Good information, but not what he was looking for.
Too many salespeople make this same mistake. They meet with a prospect, act like they are listening, and then launch into a pitch for whatever they want to sell. So many people in business just don't get it. Listen to your customer and they will tell you what they need and want. Listen closely enough and they will give you everything you need to provide the solution.
As sales people we all instinctively want to talk and tell everyone about what we do, and what we have to offer. That's the problem, we are too concerned about ourselves rather than our customers. Listen instead of talking. It's the right way to help your customer.

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I Don’t Care About You - By Don Zihlman

About the Author: Don Zihlman

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Don works with individuals and businesses that want to increase sales and grow revenue. He learned sales “on the street”, and through his StreetSmart Sellingtm sales training program ( www.streetsmartselling.com ) he takes his experience and turns it into practical ideas on sales and marketing. For over the past 30 years Don has been a consistent top-billing radio advertising rep, a radio sales manager, and for over 15 years, president of his own marketing and advertising agency. Today, He consults a variety of businesses on matters of marketing, advertising and sales. Now he takes this experience and translates it into an effective program of sales training for those who meet with clients on a direct face-to-face basis. Don is a member of the National Speakers Association, and the Maine Association of Professional Consultants. He can be reached at 1-877-DON-ZIHLMAN or don@streetsmartselling.com
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More from Don Zihlman
Sales Prospecting Is a Dirty Business or Why a Clean Desk Is Not a Good Sign
Where Is My Next Piece of Business Coming From
The Forgotten Art of Conversation
Why Some Businesses Dont Get The Business
Its a Website Not a Hollywood Premier

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