Feedback: Improve sales with honest criticism

Unfortunately, far too many people are “thin-skinned” when it comes to receiving feedback and as a result, they often misinterpret sincere criticism as a form of personal attack. It’s fairly typical and somewhat understandable for people to become overly defensive and a bit argumentative when their personal flaws and shortcomings are held up to the glaring spotlight of criticism. Obviously, not all feedback is accurate, sincere or of importance. Nor does all input automatically require action to be taken. However, the key to long-term business success and personal achievement is largely determined not by hard work alone, but by one’s ability to glean the kernels of wisdom from the chaff of feedback.

It’s important not to put up a wall to avoid feedback, because the same walls that shield us from criticism also block our potential. When was the last time you recall asking your boss, associates or close friends for their honest feedback? Here are several important tips to help you gain the most benefit from your next feedback session:

• Don’t shoot the messenger … be polite and keep your focus on the message.
• Don’t become upset, judgmental or defensive … be willing to consider every input.
• Don’t argue or interrupt. Listen like a homicide detective and stay open-minded.
• Don’t rationalize your way out of accepting responsibility for your actions.
• Ask open-ended questions to gain understanding. It’s a good idea to summarize and clarify the feedback in your own words. Ask for specific examples.