For years, my wife and I have been doing Saturday breakfasts on Park Avenue in Winter Park, FL (Orlando). We drive in the car together for about 15 minutes, we walk to restaurant together, we spend about an hour eating and chatting together, and then we’ll usually separate for an hour or so. I’ll walk to Starbucks and people-watch, and she’ll explore the various stores. We always plan to meet at the farmers’ market.
I’m embarrassed to admit this fact, but every time I used to walk to the farmers’ market, I would try to remember what she was wearing. Seriously, I spent the entire morning with my wife, and I had no idea what she was wearing. This went on every single weekend … until I learned this fantastic – and maybe a little weird – technique to help me be a better listener.
The idea? When your clients or prospects greet you in the lobby or appear on your computer screen, immediately make a silent note of what they’re wearing. (I told you it was weird.)
Virtually everyone lives in their head, during the future or past. It’s rare to find someone that lives in the external world during the present moment. There are a million reasons why we’ve become this way, but regardless of the excuses, this is who we’ve become. When we pay deliberate attention to something outside of our heads, we force our thoughts into the present world in front of us. Only when we do this can we truly listen.
If we’re in the present moment, we feel the stress or excitement of our customers, we notice the glance between two influencers, we hear the unspoken words that really matter, and we begin to care. I mean really, really, really care about our clients and prospects. And that’s when where the magic is.
So, on your next sales call, after seeing your customer, make a silent note in your head “navy polo, khaki pants”. BTW, be sure the keep your note silent
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