Beyond the Build

Customer Relationships

Listen Up

Talking about yourself, or in our case, speaking up to promote your business, is easy. Stepping back and listening is much more difficult. To me, there is a delicate balance between being a good listener and sharing your own good news. Here’s what I mean.

I would have to have many hands (and fingers) to count how many times a sales pitch has been a bust with me just because the person was “selling me” and not listening to my request and need.

Listening is an underrated ability, but I think it can be one of the strongest contributors towards your sales efforts. From the customer’s standpoint, they are more likely to trust people who are curious, empathetic and focus on what is being said. It’s human nature. From our selling standpoint, we will offer better solutions if we take time to carefully listen to the task or problem first.

At the end of the day, a one-sided sales pitch does everyone more harm than good. It’s all about the give and take, real conversations and long-term relationships.

Merrill Stewart Jr.

Merrill Stewart is Founder and CEO of The Stewart/Perry Company, a commercial building contractor based in Birmingham.