Many people believe the preeminent ability required to be successful in sales is a good speaking ability. Verbal graces are beneficial in selling, but the ability to listen will always be more effective. Good salespeople are good listeners.
Evaluating What Is Said
This capacity is based on a person’s openness to people and their willingness to hear what the other person is saying – not what they think they should say, or are going to say.
A salesperson with a strong aptitude in this capacity will be able to objectively evaluate feedback and hear the concerns, intentions or opinions being stated as opposed to inserting their own feelings or opinions.
A salesperson with a weak aptitude in this area often results in a person subjectively perceiving what they want based on prejudged opinions or preset ideas as to what they think is happening.