Turning a Weakness into an Asset
Scott Robins
Veterinary Equipment Sales Disruptor | Veterinary Market Consultant | Elevating Patient Care with Leading Technology
To be honest with you, I don't ever want to claim a partial disability that I have as a weakness. No one ever wants to be perceived as weak. And in a sales role, this issue that I have could be viewed as a negative.
During my college years, i ruptured an ear drum that was accompanied by a substantial infection. Even though my ear has healed, i did suffer a hearing loss in that ear. Yes, that's my weakness. One of the most critical skill sets that I salesman can have is to be a great listener. As a result of the injury to my ear, I have had to relearn how to engage with people so I hear them correctly.
The adapting that I did was pretty simple. I either face people that I talk to directly or I make sure that they are on my right side. In sales, as an engaged active listener, I ask questions and let my client do most of the talking. I take good notes and I maintain eye contact as much as possible. I will review my notes with my client to make sure that I have a grasp on his or her needs.
So, my weakness became the drive to become a more engaged active listener. By improving my listening skills, I turned this problem into an asset. My clients are happy because I understand their needs and rarely make mistakes because I did not listen to them properly.
I am an actively engaged listener. Are you?
Who I Am
Scott Robins is a VP of Sales... National Sales Manager, delivering millions of dollars in sales to manufacturers in capital equipment.
Contact Scott Robins (847)204-8932
Board member Clive Community Foundation and Clive Board of Adjustment
9 年A great example of turning a perceived "challenge" into an asset. By adjusting a listening style your customer, friend, spouse, children, etc. will feel that they are the center of attention, which they certainly should be. In today's ear bud, Bluetooth, "gotta check my Smartphone the game is on" multi-tasking society we tend to worry about missing something that's going on around us while ignoring the people in front of us. What we likely miss most of the time is the opportunity to build or strengthen a relationship, to have a meaningful moment with your child, or to truly listen to your spouse. I believe a lot of us(including me) could make slight "adjustments" in our listening habits and make better and stronger connections with the people who mean the most.