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Saturday, June 09, 2007
Listen Louder

Listening is one of the most deceiving skills in business, or in life for that matter. Ask anyone how effective they are at “listening” and most will say they are pretty good. Yet in reality many “miscommunications” and unneeded conflict occurs just because we fail to practice good listening skills. This is rather evident in sales and marketing interactions. Salespeople are taught that the client should do most of the talking and they should “listen.” Yet if we were to observe salespeople in action with their clients, as I have, we would see that the very opposite is true. They carry-on about the benefits of their product, service or company and often burn themselves out on their own “pitch.”

I am not without guilt. I have stopped myself too many times in the middle of a great rant. Being a radio show host for over a decade as well as an instructor and public speaker it’s no wonder that I could ever shut-up! Nevertheless I have found that the “info-download” method of selling and marketing is less effective than ever before.

This is also true in marketing. Often times web sites, brochures, and even mailers and promotional material is focused on “selling.” Think of ways that you can “engage” the user. Make your marketing material interactive. While we can’t practice the same types of listening techniques in second party marketing material, we can “listen” by making our material highly interactive. Ask for their response, advice, suggestions.

Listening is a skill that impacts every area of our life. I urge you to think of ways that you can “listen louder” to your clients, prospects and those within your sphere of influence. There is no better way to practice attraction than to master the art of listening.


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