Complete Attention

Beginning at the top of the next hour and through the next 48, challenge yourself (and your team)…
 
When you begin a discussion with a customer, prospect, or colleague, give that individual your complete attention until the issue at hand has been fully addressed.
 
Every single discussion. Every single interaction. The entire 48-hour period.

Not only will it help you maximize your time by minimizing miscommunication, but also it’ll send the right message.

Don’t let a phone call interrupt an in-person conversation. Don’t let your email distract you from a phone call. Don’t let a passerby, instant messenger, berry, or ithing take your attention away from someone standing right in front of you (or on the phone).

Sales is an interpersonal profession.

Anything less than your full attention sends a message of arrogance – a message of condescension – a message no one (including ourselves) enjoys being on the receiving end of (and certainly not when we’re the prospect or customer). For those who lead a team, set the example.

Give your attention today, and every day, to one person at a time – the person in front of you (on the phone or not) – and Just Sell®.

____________________

How to give complete attention…

1. Maintain eye contact and face the person.
2. Acknowledge key points with a nod, smile or brief comment (“I see” or “I understand”).
3. Avoid interrupting and wait for the person to pause fully before asking questions to clarify. Ask only to better understand and avoid unrelated questions that can disrupt the person’s train of thought.
4. Dismiss distractions and acknowledge phones, email, instant messengers, and other people following the current interaction.
5. Confirm understanding by rephrasing pertinent discussion issues.

Now go give someone your complete attention.~>