This week I had a rich and thought-provoking conversation with Tom, a seasoned business strategy consultant, about how he uses the ECHO Listening Profile with his clients.
Requests that aren’t specific about the desired outcomes are a frequent cause of miscoordination in the workplace. When looking at the financial and human waste that is caused by team members who don't clearly ask for what they need, the resulting costs to a company are staggering.
Listening is half of the communication equation. The benefits of listening intelligently are profound, especially for your sales team—those on the front lines working to increase revenue and profit for your company. In fact, one study of 267 leading U.S. businesses found that upgrading your team members' communication effectiveness is associated with a 30% improvement in your organization's market value.
I just had one of those nightmare sales situations. Maybe you can relate? Once the rep started talking, he didn’t stop. He gave me every detail about his product and service without stopping to take a breath, never mind to ask me questions about what was most important to me. Even worse, what he was explaining had no relevance to what I really needed. I was being “pitched” and up sold, and I didn’t like it. He didn’t get the sale.
Understanding the listening preferences of prospective clients and long-term customers is key to optimizing your organization's ability to procure new business and help your sales departments thrive. Research has shown that small businesses with 100 employees or more can save over $400,000 annually just by making pivotal communication improvements, and this number reaches the tens of millions for larger organizations.
Studies have shown that people retain just 25% of what they hear due to jam-packed schedules and a lack of understanding about how to effectively listen. One of the most impactful ways to increase lead conversion and boost sales is to ensure that your teams on the front lines of product promotion have a full understanding of how to communicate with different types of customers. Listening Intelligence means using cognitive-based information to learn how people hear, filter and interpret data in order to help alleviate any obstacles to effective communication. By learning the details of how the four main listening styles show up in the world, you and your sales force can gain a competitive edge over other organizations in your industry.
Understanding the way others listen can help you communicate more effectively with them. The ECHO Listening Profile teaches you to recognize four distinct types of listening: Connective, Analytical, Reflective, and Conceptual. We all exhibit some combinations of these different styles. However, one style is often more dominant than the others. Recognizing a listener's dominant style is essential if you want to communicate well with him or her. In this article, we'll be looking at people who are highly conceptual listeners.
If you hire or manage people, you’ve probably encountered at least a handful of assessment tools. There are dozens of these tools on the market, and each promises insight into the minds and behavior of your team members.
Effective listening is essential in all industries and environments. Active listening is often recommended as a way to improve your listening skills. As it turns out, however, listening actively is only the first step if you want to really understand others and communicate effectively with them. Let's look at why it's essential to be a good listener and why it's important to go beyond just active listening.
We’ve all heard about the importance of becoming better listeners. The idea of being a good or active listener is often cited as a fundamental component of effective marketing, sales, or leadership. At the same time, there isn't usually much detailed information about what this actually means. What is listening, exactly? How can we actually become better listeners and why should we set such a goal?