It is the nature of most of us that whenever we want to get someone to say something, we talk a lot, but instead, we should allow the other person to speak more. They know more about their business or their problems than you do. So we should keep their asking questions and let them clear answers.
If you disagree with the other person, then you feel like it. That cut his talk in the middle, but it is not right to do so. This is a terrible nature. There are too many thoughts running around in their mind at once, so they won't pay attention to you at that time.
Therefore, it is in the good of everyone that you listen patiently to the person in front. Please encourage them to express their views fully.
This method is also proved to be very successful in business. An example of this is the story of a salesman who was forced to keep quiet. One of America's largest automobile manufacturers needed upholstery fabrics for an entire year.
Three significant manufacturers sent their samples. The motor company executives thoroughly checked those samples; then, each manufacturer was sent a notice that they would be allowed to give the final details on their contract on a certain day.
Then on a certain day, the manufacturer's representative of all the three companies arrived to give a detailed description. Mr. N.S.R, the representative of the name, had such an attack of laryngitis that his throat became completely sore.
Mr. G.B.R narrated this matter in front of our class in this way, 'When it came to my turn to speak in front of the executive in that conference, there was no sound coming out of my throat.
Then I was taken to a room where the textile engineer, purchasing agent, sales director, and company president were all already present. I wanted to speak more than a few words. 'Then people were sitting around the round table. On a paper Wrote,' I have a sore throat. Can't speak at all.
Then the company president said-"don't worry. I will speak on your behalf ". Then they started speaking. They started counting their specialties by showing my samples. A debate started over the quality of my product.
The president was speaking in my favor. He represented me in the discussion. My role was reduced to a few smiles, nods, and facial expressions. 'this wonderful meeting got me 5Lakh Yards of Upholstery Fabrics. Placed the order, which was valued at approximately $16,00,000.
If my throat is not sore, I would never have got this contract. It was my biggest order ever.' I have learned that sometimes speaking of others can be of great benefit.
An advertisement appeared in a New York newspaper, which required a qualified and experienced candidate for the job. Charles T. Cubalis sent his application. Called him for an interview. Went he Tried to get all kinds of information from Ball street about the company and its owner.
In the interview, he said-'I will be very proud to be an associate of your company because it has an excellent record. I think you started a business 28 years ago with a desk room and a stenographer. Am I right?' People laughed at him a lot, discouraged him a lot, But he didn't lose his courage.
Initially, he had to work 16 hours a day. Neither vacation nor rest, only work, hard work, he conquered, and today it has reached such a height that even the top executives of Ball street come to consult him. He was proud to tell about himself.
After telling his story, he inquired about the experiences of Cubalis, then called his vice-president and said - 'I am sure, we needed such a person.'
Mr. Cubalis was successful, as he tried to find information about his future owner. He had shown interest in the success of the front.
Principle:- Give the person in front of you a chance to speak more.
More Articles by me:- How to Impress people by a smile?
Thanks for reading the article!!!
You must be logged in to post a comment.