1 Mouth, 2 Ears - “The doctor
- interrupts
- after …*
- *Source: Jerome Groopman, How Doctors Think
- [An obsession with] Listening is ... the ultimate mark
- of Respect.
- Listening is ... the heart and soul of Engagement.
- Listening is ... the heart and soul of Kindness.
- Listening is ... the heart and soul of Thoughtfulness.
- Listening is ... the basis for true Collaboration.
- Listening is ... the basis for true Partnership.
- Listening is ... a Team Sport.
- Listening is ... a Developable Individual Skill.* (*Though women
- are far better at it than men.)
- Listening is ... the basis for Community.
- Listening is ... the bedrock of Joint Ventures that work.
- Listening is ... the bedrock of Joint Ventures that grow.
- Listening is ... the core of effective Cross-functional
- Communication* (*Which is in turn Attribute #1 of
- organization effectiveness.)
- [cont.]
- Listening is ... the engine of superior EXECUTION.
- Listening is ... the key to making the Sale.
- Listening is ... the key to Keeping the Customer’s Business.
- Listening is ... Service.
- Listening is ... the engine of Network development.
- Listening is ... the engine of Network maintenance.
- Listening is ... the engine of Network expansion.
- Listening is ... Social Networking’s “secret weapon.”
- Listening is ... Learning.
- Listening is ... the sine qua non of Renewal.
- Listening is ... the sine qua non of Creativity.
- Listening is ... the sine qua non of Innovation.
- Listening is ... the core of taking diverse opinions aboard.
- Listening is ... Strategy.
- Listening is ... Source #1 of “Value-added.”
- Listening is ... Differentiator #1.
- Listening is ... Profitable.* (*The “R.O.I.” from listening is higher than
- from any other single activity.)
- Listening is … the bedrock which underpins a Commitment to
- EXCELLENCE
- Best Listeners Win …
- “IF YOU DON’T LISTEN, YOU DON’T SELL ANYTHING.”
- —Carolyn Marland
-
- If you agree with the above, shouldn’t listening be ... a Core Value?
- If you agree with the above, shouldn’t listening be ... perhaps Core Value #1?* (*“We are Effective Listeners—we treat Listening EXCELLENCE as the Centerpiece of our Commitment to Respect and Engagement and Community and Growth.”)
- If you agree, shouldn’t listening be ... a Core Competence?
- If you agree, shouldn’t listening be ... Core Competence #1?
- If you agree, shouldn’t listening be ... an explicit “agenda item” at every Meeting?
- If you agree, shouldn’t listening be ... our Strategy—per se? (Listening = Strategy.)
- If you agree, shouldn’t listening be ... the #1 skill we look for in Hiring (for every job)?
- If you agree, shouldn’t listening be ... the #1 attribute we examine in our Evaluations?
- If you agree, shouldn’t listening be ... the #1 skill we look for in Promotion decisions?
- If you agree, shouldn’t listening be ... the #1 Training priority at every stage of everyone’s career—from Day #1 to Day LAST?
- If you agree, what are you going to do about it ... in the next 30 MINUTES?
- If you agree, what are you going to do about it ... at your NEXT meeting?
- If you agree, what are you going to do about it ... by the end of the DAY?
- If you agree, what are you going to do about it ... in the next 30 DAYS?
- If you agree, what are you going to do about it ... in the next 12 MONTHS?
- “I always write ‘LISTEN’ on the back of my hand before a meeting.”
- Source: Tweet viewed @tom_peters
- 10 Essential Selling Principles Most Salespeople Get Wrong
- 1. Assuming the problem that the prospect communicates is the real problem.
- 2. Thinking that your sales “presentation” will seal the deal.
- 3. Talking too much.
- 4. Believing that you can sell anybody anything.
- 5. Overeducating the prospect when you should be selling.
- 6. Failing to remember that salespeople are decision-makers, too.
- 7. Reading minds.
- 8. Working as an “unpaid consultant” to seal the deal.
- 9. Being your own worst enemy.
- 10. Keeping your fingers crossed that a prospect doesn’t notice a problem.
- Source: Forbes/0503.13
*8 of 10 sales presentations fail *50% failed sales presentations … talking “at” before listening! —Susan Scott, “Let Silence Do the Heavy Listening,” chapter title, Fierce Conversations: Achieving Success at Work and in Life, One Conversation at a Time - Suggested addition to your statement of Core Values: “We are Effective Listeners—we treat Listening EXCELLENCE as the Centerpiece of our Commitment to Respect and Engagement and Community and Growth.”
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