There is a skill hidden within organizations, one few do much to improve. The skill is listening.
Most people believe they are good listeners. This is usually not the case, in part, because few people have received any formal listening training. Research indicates less than five percent of people have any formal listening training.
Keith Rosen, a recognized authority on sales, is quoted as saying, “listening is the least developed skill amongst sales people.” If you believe the sales mantra “know, like, and trust,” then you need to be aware listening improves credibility and trust.
If your focus is business development, account management, or sales development one step to improve your results is to increase your listening.