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How to Transform any Business Through
The Power of Listening!
Dynamic New Business Workshop
Helps Your Company Prosper and Grow
There is no greater skill than listening.
No skill can take you further!
“Listening is the single skill that makes the difference between
a mediocre and a great company.” Lee Iococca
“Today’s successful leaders will work diligently to engage others in their cause. Oddly enough, the best way, by far, to engage others is by listening—seriously
listening—to them. ”
Tom Peters in Thriving on Chaos
“Over half of our waking hours are spent in some form of communication—and about half of that time is spent listening.
We’ve all had years of training in reading, writing, and speaking,
but few have had more than a week in listening.”
Dr. Stephen Covey, author of The 7 Habits of Highly
Effective People
Dear friend,
In our world today, the price we pay for our poor listening
habits is huge. Whether it’s the high price of war, strained relationships, the loss of billions of dollars in the workplace, or a hundred other problems, poor listening
takes its toll on each of us. Our listening habits are affecting our personal and business lives in unimaginable ways.
In your professional life, you cannot possess a more
important skill than listening. It’s the best-kept secret in the business world. The cost to the corporate world for being so asleep to this principle— is enormous!
Did you know that— in the business world?
1. Listening is the most critical element in the sales process — more critical than talking.
2. The best salespeople are typically the best listeners.
3. Millions of deals are lost every week due to the salespeople’s poor listening habits.
4. Most business people operate the majority of the time in Level One listening —
by far the least effective level.
5. The quality of your business life is largely dependant
upon how well you listen. Listening helps determine the success— and future— of every person in business!
This program was designed to improve the listening habits
of every salesperson, company employee, supervisor, manager and owner. Practically any company will become a better, more profitable company just as soon
as the employees and salespeople— become better listeners.
Your success in the business world is largely dependent
upon one thing— the strength of your relationships—with your clients, and with your coworkers. Each and every one of those relationships are built through careful listening—
one person at a time. Listening establishes a bond between you and the client— or coworker. The better the listening— the stronger the bond.
When you think about sales people you’ve encountered, what comes to mind—
talkers— or listeners? Salespeople are stereotyped as fast talkers. At this point in time we’re a long ways from stereotyping them as
listeners. Unconsciously, many salespeople often bombard prospects with their talking – with their sales pitch. On a scale of 1 to 10, many salespeople are a ten
as a talker and a 3 as a listener. This is so out of balance in our business society day that it’s costing the
corporate world fortunes. It’s very easy to talk ourselves out of a sale. On the other hand— it’s very difficult— to listen ourselves out of one.
Research shows that for every ten minutes a seller
spends with a buyer, the seller is doing the talking for eight minutes of that time. And to make matters worse, most of that eight minutes is focused on pitching the
product, with all its bells and whistles, rather than determining and addressing the NEEDS of the buyer.
Today’s buyer is savvier than ever before. They’re tired of
being pitched. These buyers can see right through a fast-talking salesperson. Too much talking will often create a battle – a degree of resistance in the minds of the
customer.
Primarily great salesmanship is not about smooth or fast
paced talking – or a high-powered sales pitch. It’s mostly about great questions and great listening. Good listening will create an open door— into the world of
the customer.
Studies show that GREAT salespeople only speak about 25 % to 30% of the time.
Their customers speak about 70 to 75 %. And when you are initially probing to discover the customer’s needs, the listening-talking ratio should be
80% the customer and 20% the salesperson. It helps to think of listening, rather than talking, as the entry point into the sales process.
Yet, many salespeople have grown insensitive to how
much they’re talking. In presenting products to their clients, millions of salespeople are over talking by 20 to 50%-- to even 100% or more— day after day after day.
And if that’s the case, you can be sure it’s affecting the salespersons monthly income---perhaps significantly—not to mention how much it’s costing their company.
Your customers are perceptive. If you’re talking too much-- and not listening well, they will sense it. And although they may never mention it to you,
they will quietly make up their mind— to not do business with you anymore.
It’s hard to place an exact dollar value on better listening.
But in business, one thing is for sure—you can leave a lot of money on the table by poor listening. A comment from one of my listening workshop attendees is the
perfect example of that. At the break she came over to me and said— “I’ve been in real estate business for 23 years, and if I’d had this information on listening
when I started out, I’d be a millionaire by now.”
During the workshop this woman realized how much more
successful she could have been throughout her life, if only she had listened better. She confessed that she was much more of a talker, than a listener—and that it had
profoundly affected her business, and her family life. My listening workshop served as a wake up call for her to take a close look at how poorly she was listening each
and every day. It woke her up so much that tears rolled down her eyes, as she shared with me her realization of how many precious opportunities she had missed in her life—
by not listening.
Along with being a writer and audio program producer, I’m
a speaker, trainer and business coach. If you’d like more information on booking The Hidden Secrets to Masterful Listening workshop, seminar or keynote talk—or to
book a coaching session—please
Send an email to Don
or call Toll Free 1-888-357-7313.
As I mentioned earlier, it would be easy to go through our
entire lifetime and never really awaken to the profound nature of listening – to live out our existence as a shallow listener to our family, friends and co-workers – even to
those we care about the most? Real easy. But with this program, you now have many of the tools and perspectives to make you a much better listener.
Personally and professionally, how you listen today, tomorrow and for the rest of your life will help determine your future—and your happiness.
Sincerely,
Don Ginn
To book one of The Hidden Secrets to Masterful Listening business presentations, please call toll free 1-888-357-7313.
Or send an email by clicking the following link;
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