I was having lunch with a client today who shared with me her new-found insight into the “sales” process now that she has transitioned from consultant to employee and how frustrating it is to be always be seen as a potential buyer.  During this conversation she let slip the following golden nugget:  her boss had recently stated that she would love someone to ask her what she wants rather than telling her what she needs to buy from them.

Her boss is a decision maker in a fairly large organization with budget dollars to spend.  How many people with varied service offerings have lost out on an opportunity to wow her as they’ve earnestly, with enthusiasm and great care told her why she needs to work with them?

I strongly suspect that her feelings are shared by a great many people.  We are inundated with advertisements telling us what we want.  As decision makers within our own businesses we are called upon daily by other people trying to “help” us out.  We live in a world that is constantly “telling” and constantly telling us to “tell”, “be heard” and “speak up”.  What would happen if we started listening?

I put out this challenge for all of us . . . the next time we’re at a networking function, a sales meeting, looking for a job, or even just talking to our friends, let’s try being listeners and see what happens.  I would love to hear your feedback and experiences.