What An Executive MBA Is Missing

Many top earning professionals have acquired their Executive MBA (Master’s in Business Administration).  A program such as this would cover accounting, finance, statistics, management, marketing and information systems.  It’s comprehensive.

What an Executive MBA will not cover is the fine art of listening.  Listening is highly undervalued.  Brian Tracy from Brian Tracy International listed 4 qualities of a good listener.

1.    Question for clarification. When your prospect or customer pauses or finishes with their concerns or questions, ask questions to explore their feelings about their past experiences and what they are looking for now.  Asking questions shows that you care and can demonstrate how well you’re listening so far.

2.    Use the right words. Reflecting the prospects feelings and concerns so far will set the stage for building trust.

3.    Feed it back accurately. Repeat the customers concerns in their terminology and begin diagnosing the problem.

4.    Earn the right to sell. At this point you thoroughly discuss the problem and the diagnosis and you begin the sales conversation.

Practicing each of these steps can help you refine your listening skills.  The goal is to build trust with your prospects and clients, because once you have their trust you are more likely to get their business.