Listening

The other day I had the opportunity to spend time with an elderly relative.  The experience was humbling to say the least.  But more importantly it taught me a lesson instantly.

I had to listen carefully and patiently and formulate clear responses. The experience helped me understand the importance of paying attention to the one I am talking with now.

In our quickly-moving business world, we don’t always take the time time to stop and listen (really listen) to those around us. So, here I was, on Mother’s Day weekend, sitting engaged in conversation with my wife’s octogenarian mother who just moved into assisted living.  What struck me most was that I was in a situation where I had to think clearly before I spoke and had to listen to every word and action she made before I responded.

The process is a simple one, guided by your audience and your expectations.  Whether it is a business associate, client or elderly relative, the process and techniques are the same:

  • Make eye contact.
  • Face your conversant.
  • Actively listen.

Making eye contact helped her (and me) engage.  While most of those we are networking with don’t have memory issues, in this day and age of multi-tasking and 24/7 information at our finger tips, perhaps we are a bit memory challenged.

The face to face part was actually easy.  Turning and looking at her allowed her to focus and for me to read her face and increase my intensity in the activity.

Lastly, active listening causes you to think like an interviewer.  We should read from a script in any instance.  While ideas need to be ordered, you need to let things fall where they may and follow the flow of conversation.

Respect plays a big role in any situation.  Don’t judge, listen. Like my mother-in-law, realize who the whole person is and was and pay attention to them now.  Networking, polite conversation, family interactions all deserve our full, undivided attention.

Relentless


NACStech 2012 Opens

The latest edition of NACStech, the C-Store technology store show and conference, is setting today and tomorrow.  We’re readying for a Tuesday afternoon opening.

Not sure what to make of this show.  It’s participation goes up and down with the times.  The usual players are here–NCR, Retalix, Pinnacle, Verifone–but the floor is made up of 7 biggies and the rest smaller exhibits.  There are 102 spaces total (2 unsold) with only 7 that are 20×20 or larger.  Does this size relationship say anything about the health of the show?

Being tied to the parent NACS show is a good thing, but the time, place and attention paid to it may not be enough to sustain.  However, I do have to say that I’ve met some notable attendees who are not exhibiting.

My observation is that this show is more about the conference and the interaction than it is about the exhibiting.  It is about existing relationships more than it is about finding and qualifying new prospects.  As for the suppliers who do exhibit–they seem either to be committed to the industry or the show–want it as a place to do business.

One other assessment is to look at the limited hours of the show ( 8 1/2 hours over 2 days).  For all of the effort it takes to set up a custom exhibit with complex demos, is it worth it?  In the past I’ve seen effective use of pre-show mailed promotions really drive traffic up, so it can be made into a productive exercise.

We’ll observe and comment more as the show progresses.

TTSG

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