The movie White Men Can’t Jump is a somewhat obscure 1992 movie starring Woody Harrelson and Wesley Snipes that has built up a cult like following over the years since it’s release.
Wesley Snipe’s character has a famous line to Woody Harrelson when Woody puts a tape of Jimi Hendrix into the cassette player. (I told you it was an old movie). “Look man, you can listen to Jimi but you can't hear him. There's a difference man. Just because you're listening to him doesn't mean you're hearing him.”
I have always considered that line to be a perfect metaphor for business. Just because you are listening to a prospect or client doesn’t necessarily mean you are HEARING them, as Snipe’s character would say. Are you listening to the words but not hearing the true meaning behind them?
Here is a simple example of what I mean: “Hope sees in our enemies’ face our face” – Chris Hedges from a speech in front of the White House, Dec. 16th 2010. I listened to words but I am still not sure I heard the true meaning.
So how might I be sure I really “heard” Mr. Hedges? The easiest way is to ask the person speaking. That is the genesis of the tactic known as Active Listening. By repeating back what is heard and clarifying understanding we can ensure we actually “hear” the true meaning of what prospects and clients are saying.
There is a phrase that I have always thought is quite appropriate in such situations. The phrase is: “If you want to know the definition of a word you can look it up in the dictionary. If you want to know the meaning you have to ask the person that said it.”
For example, the simple word “run” has 179 different definitions while the word “take” has 127. Which one is applicable? You might need to ask to find out for sure.
The next time you are “listening” to a prospect or client don’t just “take” it for granted that you are actually “hearing” the true meaning of what they are saying. Ask some clarifying questions and make sure you don’t end up like Woody Harrelson’s character in the example above.
Sandler Training in Denver provides sales training, management and leadership training, and professional development for individuals and organizations. Let us know how we can help your team.
