I heard one of my colleagues use this term to describe a sales person that’s lost touch with reality. What he meant was “big mouth, small ears”….. I found this analogy very amusing, to say the least…
Indeed, being a sales for a very long time by now, I’ve witnessed myself growing into a “conscious sales” person from being such a “small-eared”-crocodile sales at the start of my career.
Creating space for your (potential) customer to tell their Story or vent their frustrations creates additional space for doing business. Being able to listen with the intention to understand the underlying worries or pains and with the desire to connect is an essential asset of any successful sales person in this new world of today.
Happy Listening and Enjoy Selling… !