Requests that aren’t specific about the desired outcomes are a frequent cause of miscoordination in the workplace. When looking at the financial and human waste that is caused by team members who don't clearly ask for what they need, the resulting costs to a company are staggering.
Listening is half of the communication equation. The benefits of listening intelligently are profound, especially for your sales team—those on the front lines working to increase revenue and profit for your company. In fact, one study of 267 leading U.S. businesses found that upgrading your team members' communication effectiveness is associated with a 30% improvement in your organization's market value.
I just had one of those nightmare sales situations. Maybe you can relate? Once the rep started talking, he didn’t stop. He gave me every detail about his product and service without stopping to take a breath, never mind to ask me questions about what was most important to me. Even worse, what he was explaining had no relevance to what I really needed. I was being “pitched” and up sold, and I didn’t like it. He didn’t get the sale.
In the iconic movie classic, Field of Dreams, Ray Kinsella hears a voice that insists that “If you build it, he will come.” Acting on instinct, Ray builds a baseball field in his backyard Iowa cornfield. As we find out much later in the movie, the calling Ray felt had bigger implications than just the appearance of “Shoeless” Joe Jackson and the 1919 Chicago White Sox who show up to play ball on Ray’s baseball field.
As a leader, are you ever disappointed in your team? How we make requests of others can predict their success or failure.
A client recently asked me if her company should require every applicant to complete our company’s listening assessment as part of their hiring and vetting process. My answer: “maybe yes, but also maybe no. It really depends on the purpose and what you’re hoping to gain from the results. “
There are currently over 6,000 assessments for both personal and professional use—with so many assessments out there, why would we want to add yet another assessment to the list? Ours is a bit different. Let us show you what makes the ECHO Listening Assessment unique.
Understanding the listening preferences of prospective clients and long-term customers is key to optimizing your organization's ability to procure new business and help your sales departments thrive. Research has shown that small businesses with 100 employees or more can save over $400,000 annually just by making pivotal communication improvements, and this number reaches the tens of millions for larger organizations.
Studies have shown that people retain just 25% of what they hear due to jam-packed schedules and a lack of understanding about how to effectively listen. One of the most impactful ways to increase lead conversion and boost sales is to ensure that your teams on the front lines of product promotion have a full understanding of how to communicate with different types of customers. Listening Intelligence means using cognitive-based information to learn how people hear, filter and interpret data in order to help alleviate any obstacles to effective communication. By learning the details of how the four main listening styles show up in the world, you and your sales force can gain a competitive edge over other organizations in your industry.
Sales is less about having the right opportunities and more about handling those opportunities right. That's why empowering your sales team to fully grasp and excel at the entire communication equation is so advantageous for their productivity, morale, and ability to accelerate your company's financial goals. In fact, research reveals that high-performing sales organizations are twice as likely to offer supportive sales training than their low-performing competitors.