Then, too, there are some people who listen to us, but when we look into their eyes directly , we immediately see that their supposed interest in us is an acquired act, and that in reality their thoughts are far away. These people are like the famous “Yes people,” who keep saying “Yes” – “How interesting” – “So exciting” – “Is that so?” – “Hum, what do you think of that,” but who never buy. These people are professional listeners. They know the art of letting the other person do the talking, but somehow or other we quickly “catch on” to these professionals and make up our minds we will not get caught in their trap again. Grandpop Strobel Knows His Stuff But not Grandpop Strobel. He really listens, especially when Grandma Strobel talks, and I have always wondered what his charm was for getting people to do the talking while he sat peacefully back and smoked his pipe, resting his vocal chords and winning new friends. One day I found the answer through accidentally hearing someone on the street, a mere passerby, say, “He has a habit of ‘listening a little closer,’ if you get what I mean.” I got what he meant. Grandpop “listened a little closer.” You have seen this type of salesman. He bends toward you physically, and leans on you mentally, with every word you utter. He is “with you” every moment, nodding and smiling at the right times. He “listens a little closer” – which is the best way I know of describing why people like to tell Grandpop about the things they are doing, and why they tell Grandpop all their troubles. This is a fine art for a salesman to acquire, that of “listening a little closer.” I like salesmen who “listen well” to what I am saying. Therefore, one way to raise your selling average is to “listen a little closer” – if you see what I mean, if you see what I see in Grandpop Strobel. It is a sound rule to follow for social business success, especially if you are a hotel or restaurant owner, or if you are on the complaint staff of your business.
P. 82
“Listen a little closer!”
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