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Master Success: It's Not Who Talks, but Who Listens

By: Cheryl A. Clausen

Do you think you need to be a really great talker to master success? Actually being a great listener is a much faster and more effective way to master success. Listening is a skill that will set you apart from the rest and help you to conquer your competition.

It’s very difficult to master success if you’re doing all the talking. When you’re talking you’re not learning. When you’re talking you’re not thinking. When you’re talking the focus is on you. Talking will get in your way and keep you from success more often than it will help you to get there.

Listening helps you to master success because through listening you begin to understand. You can’t succeed unless you understand other people’s needs and wants. At some point on your journey to success you will have to rely on other people to purchase your product or service, to vote for you, to hire you, to loan you money for your business, etc. In all these situations you’re really marketing and selling you. You need other people to trust you enough to support you in some way. Where most people go wrong in sales is they seek to persuade rather than seeking to understand. Only when you’ve taken the time to really listen to others can you understand. Your understanding is far more powerful than persuasion because understanding is a cooperative effort whereas persuasion is a oeyou” centered effort. People respond much more readily to understanding than persuasion.

Listening is a skill that very few have mastered and that’s why it’s so important for success. Listening requires that you turn off your thoughts while the other person is speaking, so you’re only focused on what they’re saying. Listening requires that you only ask questions that help the other person to fully explain and share their thoughts. Listening requires that you close down any judgmental or prejudicial thoughts that enter your mind. When you’ve done a great job of listening the other person will feel fulfilled. They will think you are the best communicator they’ve ever met, and they will support you and buy you.

Are you listening enough? If you’ve done a good job of listening you should be speaking absolutely no more than 20% of the time. When you do open your mouth it should be to ask more questions. When you’ve done a good job of listening you should fully understand the wants, needs, and desires of the other person. When you do a good job of listening you have a supporter. You can’t master success without supporters and you can’t master success unless you understand, so remember to listen your way to success rather than trying to speak your way to success.

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