“Try instead focusing your intent more specifically.” – Jack Wilson in today’s Tip 1359
Do you listen with intent?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Happy Friday. Here’s Jack Wilson with today’s tip:
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. The last couple of tips that I’ve recorded have been about getting the most out of your experience. How to capture the information you heard or learn and then put it into actionable practices. How to make a plan for making sure that you’re going to keep in touch with people. And overall, how do you prolong the learning that you receive and how do you avoid that forgetfulness curve?
Well, part of that is not just in the practice, but how you take in that information in the first place. Active listening is something that you hear talk about a lot, whether it’s from sales books, personal development, or other things that focus on learning. But the thing with active listening is, although there are some resources and techniques to help you be better at it, I feel as though that’s an area where there’s lacking a lot of support and resources.
So what I want to focus my tip on today is how do you become a better active listener. I think a lot of times when we go into a task, the intent that we have going into that task can determine the outcome. So for example, if I go to a conference and I say my intent here is to meet X amount of new people, the likelihood that I’m going to go out and do things that lend me to meeting new people is higher. The same goes for listening and learning. If you go in simply saying, “Man, I want to learn a few new things,” you’re probably going to learn a few new things. Try instead focusing your intent more specifically.
I want you to go over to the other podcast, the Sales Success Stories podcast, and listen to Jeff Bajorek’s post-summit interview with Scott Ingram. Now, I know Jeff Bajorek pretty well and he might not admit it, but he’s probably got worse ADD than I do. His mind is all over the place. He’s very curious. However, if you listen to Jeff and Scott talk, he pulled more out of the Sales Success Summit that a lot of people I’ve heard try to recap their experience, because when he went in, he knew one of his goals was to record a thorough conversation, recapping the learnings from each key presenter. His intent was clear, so in the moment, his behavior matched that intent.
So what if the next time you go to a conference, you listen to a speaker, you’re on a webinar, maybe you take a master class. What if your intent was to listen so that you can teach someone else what you learned?
Give that a try next time you take in some new information and tell me if it changes anything for you.
Scott Ingram: For links to connect with Jack and to my Summit debrief conversation with Jeff Bajorek on the Sales Success Stories podcast, just click over to DailySales.Tips/1359 and we’ll have everything for you there. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!