In this interview, I talked with Dana Dupuis – the founder of ECHO Listening Intelligence. Dana is also the co-creator of a proprietary listening assessment called the ECHO Listening Profile (ECHO = Effective Communication for Healthy Organizations), which has been instrumental in reshaping communication with sales teams, executives and across full company cultures.
The old adage about having 2 ears and 1 mouth makes a lot of sense, especially when it comes to selling. Since our job as sellers is to solve problems for our prospects and customers, listening is a key component of being successful in selling. Unfortunately, too often salespeople talk more than listen. That can happen either because salespeople are new, nervous or not properly trained. The great art of listening is not the same as hear and how listening works is largely misunderstood.
Dana will be joining me for a webinar about listening on March 5. Get details and REGISTER HERE for this complimentary session!
Okay, on to the podcast interview. Dana and I talked about:
Why is listening such an important component in sales.
What makes it difficult for salespeople to practice listening.
Dana’s background in building sales teams, why she left sales to study listening, and how that journey led her to bring back what she learned about listening and selling. Listen to the interview the MOST important thing you need to know about listening and sales.
How listening works. It may not be what you think! I know I was surprised.
Dana also talks about how all of us listen “to” and “for” different information, as well as the many different ways we listen.
Finally, I asked Dana why it is that you can been in a meeting with multiple people, yet everyone there may leave having heard something different. Dana told me why what we say is often misunderstood, misinterpreted or changed depending on the listener.
By the way, Dana made a special offer that ended in April. If you would like to learn more about we can help your sales team improve sales performance through the power of listening, please drop me at email at firstname.lastname@example.org
As always, another insightful interview! Listen and enjoy!
With over 20 years of experience in sales and management consulting, leadership development and building healthy corporate cultures, Dana Dupuis knows the importance of good communication.
Dana is the founder of ECHO Listening Intelligence and the co-creator of a proprietary listening assessment called the ECHO Listening Profile (ECHO = Effective Communication for Healthy Organizations), which has been instrumental in reshaping communication with sales teams, executives and across full company cultures. By understanding that each individual listens “to” and “for” different kinds of information, companies can greatly enhance their ability to communicate and collaborate effectively. It is upon this concept that Dana’s work is based.
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