{"id":332,"date":"2006-09-28T08:56:17","date_gmt":"2006-09-28T13:56:17","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=332"},"modified":"2006-12-14T11:13:08","modified_gmt":"2006-12-14T17:13:08","slug":"sales-aptitudes-series-evaluating-what-is-said","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/sales-aptitudes-series-evaluating-what-is-said\/","title":{"rendered":"Sales Traits Series – Evaluating What is Said"},"content":{"rendered":"

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.<\/p>\n

Evaluating What Is Said<\/strong><\/font>
\nThis 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.<\/p>\n

A salesperson with a strong<\/em> 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.<\/p>\n

A salesperson with a weak<\/em> 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.<\/p>\n","protected":false},"excerpt":{"rendered":"

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.… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,6,16],"tags":[],"class_list":["post-332","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-hiring-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-5m","jetpack-related-posts":[{"id":343,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/sales-aptitudes-series-sense-of-timing\/","url_meta":{"origin":332,"position":0},"title":"Sales Traits Series – Sense of Timing","author":"Derrick Moe","date":"October 5, 2006","format":false,"excerpt":"This week's series stops on an important aptitude for success is selling. There is nothing more clumsy than a salesperson with bad timing. Sense Of Timing The ability to accurately evaluate what is happening in such way that their statements, decisions and actions are effective, accurate and timely. This capacity\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":394,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/sales-aptitudes-series-persistence\/","url_meta":{"origin":332,"position":1},"title":"Sales Traits Series – Persistence","author":"Derrick Moe","date":"October 26, 2006","format":false,"excerpt":"Hopefully you can see a pattern to the Aptitudes we are defining. We have progressed from Self-Starting Ability to Personal Drive to today's installment - Persistence. Successful selling requires persistence whether it be calling through a list of names for a transactional sale to tracking a prospect over many months\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":413,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-aptitudes-series-project-and-goal-focus\/","url_meta":{"origin":332,"position":2},"title":"Sales Traits Series – Project and Goal Focus","author":"Derrick Moe","date":"November 2, 2006","format":false,"excerpt":"This week we turn our attention to another important aptitude for successful selling - Project and Goal Focus. Most sales managers can relate to the issues that surround this particular ability. Project and Goal Focus An individual's ability to maintain their direction in spite of obstacles in their path. It\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":471,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-traits-series-self-confidence\/","url_meta":{"origin":332,"position":3},"title":"Sales Traits Series – Self Confidence","author":"Derrick Moe","date":"November 30, 2006","format":false,"excerpt":"First off, I decided to change the name of this series based on the previous posts. We speak aptitudes but what we are referring to are traits. We'll use a blend of both words in this series. Our last installment defined an important aptitude for sales success - Handling Stress.\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":363,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/sales-aptitudes-series-self-starting-ability\/","url_meta":{"origin":332,"position":4},"title":"Sales Traits Series – Self-Starting Ability","author":"Derrick Moe","date":"October 12, 2006","format":false,"excerpt":"There may be no more popular buzzword in employment articles today than \"self starter.\" The majority of ads list this trait as required for the position. We can objectively measure it. Self-Starting Ability A measure of a person's ability to initiate tasks in order to fulfill responsibilities and commitments along\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":645,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-traits-series-understanding-attitude\/","url_meta":{"origin":332,"position":5},"title":"Sales Traits Series – Understanding Attitude","author":"Derrick Moe","date":"February 8, 2007","format":false,"excerpt":"This week we look at a subtle, but powerful, aptitude for successful selling. Salespeople with this trait are often described as being able to \"read a situation\" with amazing insight. Understanding Attitude The ability to read between the lines in understanding such things as body language, reticence, stress and emotions.\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/332","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=332"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/332\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=332"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=332"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=332"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}