Are You Listening?

Are you Listening?

You and your colleague, Bryn are meeting with a potential customer. With little prompting the customer, Seth, goes on at length about his organization, its objectives and challenges. You follow Seth’s lead and ask questions that allow you to drill down into pain points as you attempt to tease out the critical details. This isn’t the way you had anticipated the meeting was going to go, but you recognize the situation for what it is; a Golden Opportunity!

Your colleague Bryn, meanwhile, is impatient to “get started”, to get her turn to speak. She’s interjecting with comments rather asking than questions.

You scratch your head and wonder to yourself about your colleague; “is she even listening to what’s being said?” Bryn obviously doesn’t recognize the value what Seth is offering. She doesn’t realize how many of your pre-meeting assumptions are being refuted and more importantly how many new possibilities Seth is opening up with each new tidbit shared.

Bryn’s on a Powerpoint freight train, determined to be heard. You have no choice but to throw yourself on the tracks. Stop that speeding train before it demolishes the opportunity that you see on the horizon!

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Designing a New Solutions Practice

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Selling is NOT Informing