Listen to Learn in 2024

Welcome back to the 16th issue of Disrupting Conversations!

What are your resolutions for 2024?

I hear so many sales professionals list off resolutions that include more outreach activity, better pipeline quantity, and improved time management.

Those are good in theory (and better than nothing at all), but on their own you’ll most likely end up spending more time trying to persuade people to buy from you. You know how exhausting chasing deals can be.

Maybe this year is the time to be more curious. Ask more questions and slow down to actually listen to the other person's answer without judging it.

Instead of trying to speed up and close a few more deals, why not slow down and close many?

In this issue, I’m going to show you what it looks like to slow down and hear what someone else has to say.

🎙 Tune into our latest podcast episode. Join me and commercial real estate professional and Lappin180 client Jeff Vertun as we explore what it means to disrupt your prospects and clients thinking to improve trust and increase the value you bring.

Enjoy this issue…

–Dan

Breaking Sales is my podcast to connect with those who are ready to break free from the chains of old sales methodologies that don’t work.

🎙 Competency Doesn’t Matter (as much as you think)

My exploration of the art of listening begins with a conversation between me and Jeff Vertun on the Breaking Sales podcast.

In this episode, we explore real-life successes founded in the art of conversation disruption in how someone thinks, or the assumptions they’ve made.

Want to learn more?

Listen in to our insightful conversation, and be sure to subscribe to hear more from the Breaking Sales podcast.

Listen Like a Good Doctor

Let’s say you’re feeling under the weather and you make an appointment to see a doctor as quickly as possible.

You drag yourself out of bed, drive halfway across town to the clinic, wait for who knows how long in the waiting room, and when you finally see the doctor, he asks you two or three questions, doesn’t seem to listen to most of your answers, and then goes on to tell you about a new procedure that will help heal whatever ails you. This took all of 15 minutes.

Do you feel understood by the doctor? Do you feel confident in the diagnosis? Are you ready for the procedure?

Probably not. He didn’t ask much, slow down, or listen. But he relied on his own expertise without knowing the entirety of the problem you’re experiencing.

What’s the issue? He’s been written up in several publications, and his walls are filled with visual recognition of his expertise and patient satisfaction.

The problem is, he hasn’t invested in seeking to understand you, and that’s where the trust hasn’t connected.

Yes competency and experience matter, but making an investment in curiosity and listening to learn make all the difference.

What if the doctor spent more time asking questions, truly listening, and taking notes? What if the doctor added second and third layer questions to ensure they understood your health history and what you’re going through? How would you feel about their recommendation?

It’s incredibly important to slow down and take the time to understand where someone else is coming from. There’s no need to rush to prove yourself. In fact, doing so makes the other person feel like they’re not being heard, and they will spend their time discounting how you can help—much like you would do with a doctor that jumped too soon to diagnose you.

Remember: Expertise only matters in emergencies. If you want someone to trust your opinion, invest in understanding theirs first.

Make 2024 the year where you prioritize your curiosity.

Slow down, listen, and be curious!

Thanks for reading!

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