Sales: emphasis on listening

After graduating I worked as a sales professional in Yorkshire and Lancashire—northern counties of England famed for their very straight-talking people. My boss, an experienced salesman, told me, with a smile on his face: "You have two ears, and one mouth, and you should use them in that proportion." This sounded simple enough, but failing to meet my sales targets for three months forced me to think harder about his words.

I started to really listen more than I talked, to pursue understanding rather than trying to persuade. This allowed me to understand the perspectives and needs of prospective clients, and only then did they take an interest in my ideas and solutions, and my products.

As this kind of listening became second nature, I began to exceed my sales targets. Today, long after leaving sales, those same listening skills continue to be essential in all areas of my life.