Better to remain silent and be thought a fool than to speak and to remove all doubt” ~unknown.

I remember always watching my grandpa when I was a kid.  Dr. Solomon Cersonsky was an entrepreneur, an award recognized Pediatrician, a war veteran, a commercial broker, a builder, a banker, he ran for mayor in the city of Aurora, and was an absolute philanthropist. His enormous generosity was recognized when back in the 80’s, Mayor Pena of Denver named a day in November after him for his extraordinary generosity. 

Yes, that was my grandpa. At over 6 feet tall, slender, with strawberry blonde hair, and steady blue eyes, he was easy for me to spot in a crowded room, even as a little girl.  Some of those rooms were large and extravagant, full of large, loud, important people and voices. Yet, my grandpa was a man of few words and his words were often soft, slow and deliberate. He would offer a handshake, and a nod, and often leaned in to the conversation as he listened intently. He made people feel important and would smile genuinely at you when you first approached him.

Since becoming an adult in the world of sales, I have found that too often people will talk too much, talk too loud, and never listen to what others are saying. You know exactly the people I am talking about, their image probably just popped in your head. That person that always seem to be impatiently waiting for you to finish your sentence so they can talk about what they know, what they have accomplished and what they think you should do.   Maybe it is a way to feel important, to feel smart and to feel big. But I know that being the loudest doesn’t mean you’re the most powerful, as I have seen true power.

My grandpa was not the only one who knew the power of silence. According to Forbes Magazine (2012), in business, it is better to not show you are the smartest person in the room. They explain that “Strutting your stuff”, is often considered “obnoxious” by those you are trying to impress. Scientific American (Cook, 2012) published an interview they conducted with author Susan Cain who explained that people who are quiet introverts tend to deliver better outcomes because:

“…they let talented employees run with their ideas, rather than trying to put their own stamp on things. They tend to be motivated not by ego or a desire for the spotlight, but by dedication to their larger goal.” 

Frankly, I think being the loud, ‘know it all’ is just simply counter-intuitive to good sales. How can you actually hear and understand your client’s needs if you are too busy thinking about what to say? I am definitely not at my grandpa’s level of understanding, but I do have over 40 years of experience on this Earth and a good percentage of that adult time has been spent successfully in sales. On top of that, I have a master’s degree in a science studying human behavior. Understanding why people act the way they do, has always been a passion of mine. Over and over again, I have found the best way to understand someone, To understand their needs, is to take the time to listen.

No matter your level of education in a classroom, or the business that you are in, I think we can all agree some of the best lessons we have learned in life were outside the classroom. They were times when we actually took the time to listen to what someone was saying to us. Everyone you meet can be a teacher of sorts, that is, if you are willing to shut up long enough to listen.

I can only speak for myself, but I know that I am, and will always be, the perpetual student.

Cook, G. (2012, 1 24). The Power of Introverts: A Manifesto for Quiet Brilliance. Retrieved from Scientific American: https://www.scientificamerican.com/article/the-power-of-introverts/

Never Act Like the Smartest Guy in the Room. (2012, Jul 26). Retrieved from Forbes: https://www.forbes.com/sites/johnbaldoni/2012/07/26/never-act-like-the-smartest-guy-in-the-room/