This week I had a rich and thought-provoking conversation with Tom, a seasoned business strategy consultant, about how he uses the ECHO Listening Profile with his clients.
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.
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. “