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10/2/2021

LISTEN YOUR WAY TO SUCCESS

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One of the most important communication skills we can possess is the art of listening.
We were born with 2 ears and 1 mouth and we should use them in those proportions but far too many people don’t and so, if you ARE a good listener, that my good folks works to your advantage!

It’s a fact that humans love to talk and many love to talk about themselves.  If you are an active and skilled listener, just think how much you will learn about the other person.
This is particularly applicable in a sales situation.  Let me explain.

If you are in sales, the best way to serve your customer is to understand their needs and the best way to do that is to ask quality questions then zip it and let them talk.  The longer they talk, the more you learn about:
  • What they can REALLY afford.
  • The real purchasing motive.
  • What they are looking for in the product and so on.
Armed with all this additional information now at your disposal, it provides you, the seller, with many more opportunities.

The ability to be an active listener combined with asking better questions is universally beneficial
In his book “Never Split the Difference”, former FBI Hostage negotiator, Chris Voss talks about the “Black Swan”.  Black Swans are pieces of information gained by letting the other person speak and actively listening which completely changes the balance of the negotiation.  The more you let people talk, the more likely they will reveal a “Black Swan”.

Add to the fact that people want to talk, they also find silence awkward and uncomfortable.  Become comfortable around the uncomfortableness and you’ll have the other person singing like a bird.  As the saying goes, “he who speaks first loses”

Another huge advantage of being a good listener is that it helps you to respond rather than react.  As a good listener, you are really listening to understand what is driving the other person. Don’t confuse understanding and empathy with agreement. Just because you are empathetic and understand where the other person is coming from, it doesn’t automatically mean you agree with their perspective or point of view.
A mentor once told me “You already know what you know, shut up, listen and you’ll learn something new”

Work on those listening skills and reap the rewards.

Until next time
My name is Con and I am The Con Versationalist
​
PS Want to get my blog delivered straight to your inbox?  Subscribe to my regular newsletter and you get a stack of info to help you become a better speaker and a more effective communicator.
Remember, the quality of your communication will ultimately determine the level of your success.

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    ​​Con is an accomplished and articulate speaker, trainer and certified coach who is passionate about helping businesses and individuals create greater success by teaching speaking and communication skills. These skills contribute to improvement and better outcomes in every area of business, such as sales, customer service and controlling fear and anxiety around presenting your thoughts and ideas (standing up and speaking out).

    With over 30 years of practical commercial experience from business ownership and senior management roles, which included more than 25 years of high-level sales expertise and combined with his years of corporate training and coaching, Con delivers programs well supported by theory, ‘the what and why’ but steeped with direct practical applications, ‘the how’.

    Con is also a Distinguished Toastmaster (DTM), the highest individual award bestowed on members of Toastmasters International, keynote speaker and the host of his popular podcast, ‘A Cuppa with the Con Versationalist’
    Now, more than ever, speaking IS the new competitive advantage. How we communicate with our customers, staff, colleagues, stake holders’ potential employers and our friends and family is vital, indeed, improved communication skills will positively impact every area of your life.

    Con’s fun and interactive programs have helped hundreds of people become more confident and effective speakers and communicators by taking a holistic approach, dealing with the 4 key pillars of communication which are present in every human interaction, mind, body, voice and language and provide practical strategies and tools which participants can implement immediately.

    It's no wonder his workshops fill well in advance!

    "The Quality of Your Communication Will Ultimately Determine the Level of Your Success"
    Con Koutsikas

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  • Home
  • About
  • Work With Me
    • Services
    • Corporate Workshops
    • Public Courses / Workshops
    • Youth Programs
  • The Con Versationalist
    • The Blog
    • The Podcast
  • Videos
  • Reviews
  • FAQ
  • Contact