How to Listen More and Sell More with Gerhard Gschwandtner

Episode Overview In this episode, Gerhard talks about how to listen more and sell more. It's a fun episode that offers guidance on how to show up with a listening mindset and be present for the customer and ready to discuss the customer problem.   Episode Timestamps [0:28] Gerhard Introduction Salespeople talk too much: Anxiety as a cause. The first rule for having a good conversation is to prepare yourself: Come in with a clean slate. Mindset of being there for the other person. Use the formula that Dr. Lyman K. Steil developed for listening. Many reps will come in and fake listening and wait for the other person to say a trigger word that will then get them into their storyline. Salespeople go in and hear the customer say something about having a thought and wanting to explore a different solution, and then instantly launch into a pitch into the solution without really knowing what the problem is.   [3:36] Story About Preacher in Midwestern Town Do not immediately dump your entire pitch on your customer when they first walk in.   [5:43] Listening Model – How Do You Get Yourself Into the Listening Mindset? You are talking to a human being, not a human doing. Be present for that human being. Practice mindfulness technique: Breathe in – I am aware of my body. Breathe out – I am letting go of all my tensions. SIER Formula: Step 1– Sensing. Step 2– Interpret those senses. Step 3– Evaluate what you have heard. Step 4– Respond. By following this formula you go through 3 steps before responding to your client. Gives you a better chance of hitting your target. Stop and ask questions if the other person is giving you a warning signal.   [10:41] Flow of Conversation The state of flow is a magical state leads to the creation of something new: Can forget where you are. Can lose sense of time. Everything is pushed back to the periphery. You can go into the conversation with the customer intending to co-create something new and with the intention of being in the flow with them.   [12:28] Constructivism in Education Point of view around the student/teacher relationship. Dialogue and assimilation. Both start to co-create this new way of being. We, as salespeople, need to be "merchants of hope". If you find yourself being critical about the customer, it's probably because you are being critical of yourself.   [18:23] Storyteller vs. Storyseller Storyteller is when you do it for your own amusement. Storyseller is strategic. Have a number of stories that you can weave into your customer conversation at the most appropriate time. Selling is a process of co-creation: You create the questions, and the customer creates the responses. If you are too far ahead of the customer, then you lose the customer. If you are too far behind the customer, then the customer is going to lose you. You want to be in step with the customer and be in the flow.   Additional Resources Gerhard Gschwandtner on LinkedIn SIER Hierarchy of Active Listening Dr. Albert Mehrabian Communication Studies Dr. Mihaly and what flow means in the brain     For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound