Why is it that some fantastic sales people â€“ when promoted â€“ become absolutely lousy sales managers? And why are some outstanding speakers totally ill at-ease when they need to interact off-stage, in â€œsocialâ€ settings?
You may have heard friends, family members or co-workers express surprise and disappointment when these otherwise successful people act in unexpected and not usually appreciated ways.
If you want to help them â€“ or yourself â€“ become a more positive, skillful leader and confident professional, hereâ€™s a formula Iâ€™ve developed that works well:
Listen carefully first BEFORE speaking. Sales people are skilled in guiding conversations into a particular direction, toward a specific end goal â€“ the sale.Â Many leaders are accustomed to speaking first without interruption and focusing on a particular issue, without too much concern for how it is being received. In management and in social situations, these strategies can spell disaster including hurt feelings, conflict and a lack of productivity.
Learning to be a good and thoughtful listener is an acquired skill that anyone can master, with self-discipline and patience.
Adapt your style to those in your circles. If you tend to be a direct, in-your-face personality, you will no doubt completely run over the quieter, more thoughtful types â€“ unless you adjust your approach. You will both lose as a consequence and so will your organization. Similarly, if you are ultra-quiet, find questions you can ask to involve the more expressive types in the conversation.
Respond to what youâ€™ve heard, in a way that others can relate, only after youâ€™ve listened and adapted your way of relating.
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