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.
As a leader, are you ever disappointed in your team? How we make requests of others can predict their success or failure.
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.
Sales is less about having the right opportunities and more about handling those opportunities right. That's why empowering your sales team to fully grasp and excel at the entire communication equation is so advantageous for their productivity, morale, and ability to accelerate your company's financial goals. In fact, research reveals that high-performing sales organizations are twice as likely to offer supportive sales training than their low-performing competitors.
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.
You're no stranger to the concept of communication. After all, communication — whether over the phone or face-to-face — is a huge part of your work life. However, when many people think about communication, they're biased towards the role of speaking. But the other half of communication, listening, is equally important. By improving your ability to listen, you will improve your communication overall. And that can make big differences for your team's productivity: