The listening funnel

A typical sales funnel is leaky.

You say something to a group of people. Some of them say “tell me more” and move deeper into the funnel. Others leak out the sides and leave.

Then deeper down the funnel, some say “go on…” and some leak out and lose interest.

Again, tell me more. Again, some walk away.

Those that stay ask for more because they’re interested. They have sold themselves that it is worth the resources of time, focus, and money to gather more information.

Listening is sales and marketing. And we are the one selling and the one being sold.

Listening is convincing ourselves, selling ourselves, on the fact that it is worth investing our time and focus on the product that is… another person’s needs.