March 2012
Intermediate to advanced
268 pages
2h 9m
English
CHAPTER 34
HOW TO LISTEN
The best leaders and the best salespeople have two ears and one mouth, and they use them in that proportion. They listen much more than they talk. There are good reasons why listening works:
- You gather intelligence, so that when you choose to speak you can pitch your idea in the language that the other person wants to hear.
- You build rapport. The sweetest sound in the world is, for many people, their own voice. If they find that you are ready to listen to their insight and views of the world, you make them feel good about themselves and about you.
- You create the chance that they may listen to you. People are rarely ready to listen until they have been heard.
If this sounds obvious, look at what happens when you do not listen, ...
