Aug 22, 2022
High achievers are not only skillful at what they do, they have an ability to recognize opportunity. The same idea applies in listening. In conversations, deep listening inspires you to ask engaging questions and prepares you to offer relevant value. If clients feel you are actually listening, they start to build a sense of trust and loyalty. Even better, they become your advocates.
Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to be an exceptional listener to grow your consulting firm in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.
Michael Zipursky is the CEO of Consulting Success® where they specialize in helping entrepreneurial consultants grow profitable, scalable and strategic consulting businesses. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 700 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 38,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success® the book.
In today’s episode, Nikki and Michael discuss active listening to grow your consulting firm. Michael reveals his approach to asking deep, meaningful questions that create memorable exchanges. When you have deeper conversations, you and the person you speak with gain value. Listen as Michael explains the two levels of questions, gives tips for offering value in conversations, and shares how to remain authentic while connecting.
Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!
In This Episode:
[00:29] - Welcome, and thank you for listening!
[01:56] - Michael Zipursky is an exceptional giver.
[04:33] - First, do your research. How does Michael define doing “research”?
[06:40] - Look for opportunities to offer value to the person you are talking with.
[09:04] - Michael points out the information that can spark questions to uncover interesting conversations.
[12:05] - Michael shares how you can shift from a surface level conversation into a memorable exchange.
[14:06] - Maintain presence while communicating with others, even if you’re not the one speaking.
[15:40] - Michael explains why listening makes the value you can offer relevant.
[18:33] - What are Micheal’s goals for showing up as an exceptional listener?
[20:29] - Is there ever a time when memorable conversations can have an agenda?
[23:22] - Life is too short to spend time with people you’re not going to enjoy spending time with.
[25:13] - Michael is a natural listener, and here’s his thoughts about when to stop listening. (Hint: don’t.)
[27:33] - Here’s a trait that pops up in unconscious competence.
[29:17] - Michael competed against this Olympic athlete. Who is it?
[30:57] - Thank you for listening. Nikki is so grateful you are here!
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