If you're going to have a successful business relationship with a customer, a team associate, or any other stakeholder for that matter, it's critical that you build credibility. This is particularly true in a business relationship. But surprisingly, only 13% of customers believe salespeople demonstrate understanding of their business challenges, according to Forrester Research’s Buyer Insight study.
You can overcome this obstacle through a concept called "Empathetic Listening," according to Eric Maddox, who used this technique while serving as an interrogator in support of operation Iraqi Freedom. Maddox's efforts were pivotal in achieving actionable intelligence from numerous detainees. During his time, Maddox created a unique methodology and technique for "Empathetic Listening" and used it to collect the intelligence which led to the exact location of Saddam Hussein – the Ace of Spades in the infamous Deck of Cards.
“The key to any negotiation or interrogation is to identify the needs of the individual sitting across the table," adds Maddox. "Only when I can sit in their position will I know their weaknesses, their vulnerabilities and their price.”
What Does Empathetic Listening Help You Accomplish?
There are four key areas in which empathetic listening can help you to build more productive relationships:
1. Building Trust. Each and every conversation holds the power to establish, strengthen or fracture trust. Empathetic listening will provide the keys to building trust.
2. Negotiating. By reaching a connection for collaboration more quickly, you will be able to determine the needs, context and “Best Alternative to a Negotiated Agreement” (BATNA) of your counterpart.
3. Influencing your Teams. Through trust and empathy, your teams will be more engaged with you and your ideas.
4. Accelerating Relationships. Whether in business or in your personal life, the ability to listen empathetically will deepen your understanding and compassion for more valuable relationships.
If you're attending the upcoming 2018 TMSA Logistics Marketing & Sales Conference, you'll want to attend the Post-Conference Workshop on "Empathetic Listening," by Eric Maddox. This half-day workshop will provide you the knowledge and tools to master the practice of empathetic listening in your business relationships. The investment is only $185 and includes breakfast. Seating is still available so register today!
View Brief Video on the Impact of Empathetic Listening (1 minute, 44 seconds)
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