How to actually listen to understand and drive revenue growth
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Show Notes
When Oscar Trimboli's VP suggests he could "change the world" if he could "code the way he listens," he embarks on a journey to become a masterful listener, discovering the powerful interplay between the speaker's 125 words per minute, the listener's 400 words per minute and the speaker's 900 words per minute of thinking - and the compelling central conflict between hearing and taking action.
You will learn five actionable listening steps to understand and drive revenue growth.
"If you could code the way you listen, you could change the world." - Oscar Trimboli.
Oscar Trimboli is an author, keynote speaker, and host of the Apple Award-winning podcast Deep Listening. He is passionate about using the gift of listening to bring positive change in homes, workplaces, and cultures worldwide.
Oscar Trimboli was in a boardroom in April 2008 with 18 people, discussing budget setting. When his Vice President, Tracy, said she needed to "see him immediately after the meeting," Oscar thought he was about to be fired. Instead, he was given a 32% increase in his budget revenue line. Tracy said, "If you could code the way you listen, you could change the world." This made Oscar realize that he wasn't listening to the conversation, and began to be conscious about how he and others listened.
As a result, he learned the importance of listening to understand and drive revenue growth. Through his research and experience, Oscar understands the power of listening and its effects on quality, meetings, customer relationships, and profitability.
In this episode, you will learn the following:
- The listening problem that occurs quite frequently in a B2B sales context
- Uncovering the power of listening to increase quality, reduce meeting length, and sustain customer relationships
- Exploring the five listening levels and how to adjust them to fit the situation and relationships
- The four villans of listening
- The three numbers that you need to know to transform how you listen
- Discovering how to process the emotions of both yourself and others in workplace conversations
- How to notice how people speak and not just what they say
- How to listen to what is unsaid
- And much much more ...