“One of the best ways to persuade others is with your ears – by listening to them.”
—Dean Rusk, Former United States Secretary of State
The best salesmen in the world have a number of things in common. They are exceptional listeners. They listen more than they talk. They are far more focused on being interested versus interesting. They honor what others say and make sure that others have plenty of time to express their thoughts and opinions.
How do these qualities help salesmen (and people in general) be more persuasive? Consider the art of listening as a form of verbal judo, where the thoughts and ideas expressed by those we listen to closely are points of leverage that allow us to move them in a direction that fits with their own commitments and desires.
How can using your ears and becoming a masterful listener help you influence and persuade others in your professional or personal life?
Consider picking up a copy of any of the following books to enhance your mastery of this important skill:
To Sell is Human by Daniel Pink
Just Listen by Mark Goulston
Fierce Conversations by Susan Scott
Crucial Conversations by Kerry Patterson and others
You can also download a free copy of my workbook on Masterful Relationships
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Lastly, you can read past Quotable Coach posts on relationships and listening.